Business Development Consulting
Proven results helping lawyers increase brand recognition, market share, revenues and profits.
I work with law firms, law companies and lawyers — Global to Solo — BigLaw to NewLaw — helping them thrive in the evolving legal industry by claiming a distinctive position and sustained competitive advantage resulting in greater market share, revenue and profits.
Since 2001, I have enabled lawyers to win more than $720 million in new business and help them connect the dots to:
• Acquire more clients by identifying new business opportunities.
• Deepen relationships with current clients by expanding business and cross-selling connections.
• Increase profitability by shortening the sales cycle and boosting win-rates.
• Gain greater market share, build firm, service and individual profiles, and leverage client relationships.
20 DecIf you have nothing better to do over the Holidays – and I sincerely hope you do – these five articles may provide a little light reading and some food for thought. They are, in order, the four most-read columns writ... 23 OctI’ve been gritting my teeth in frustration since reading Clio’s 2019 Legal Trends Report. Along with examining factors of law firm growth, KPIs and other metrics, the survey reveals that U.S. law firms continue to ne...
Four “first principles” of change to expect in the coming decade. By Heather Suttie, Attorney at Work, January 2020 Change is the law of life. And those who look only to the past or present are certain to miss the future. — John F. Kennedy If you think the legal services industry has evolved radically […]
When many law firms are as fungible as peanut butter, savvy productization and exemplary service are differentiators. by Heather Suttie, Canadian Lawyer, November 2019; reprinted in The Dialogue on Remaking Law Firms and The Law Office Management Association (TLOMA) newsletter, January 2020. One of the most significant trends brought to the legal market by alternative law companies is the […]
Why client service interviews are an innovative tactic. by Heather Suttie, Canadian Lawyer, September 2019; reprinted in The Dialogue on Remaking Law Firms; and The Law Office Management Association (TLOMA) newsletter, November 2019 It’s said that wars are won by strategy and battles are won by tactics. If that’s the case, then uncertainty around upcoming international political events—Canada’s […]