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    Selling Law as a Commodity

    Professional sector feeling squeeze to cut costs By Daryl-Lynn Carlson, Law Times, November 2007 Everything from court backlogs to choosier clients are forcing many law firms to seek means to reduce costs. Not just those costs incurred waiting to appear at a courthouse without being able to bill for the time, but costs that will translate into actual savin...

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    Going Solo

    Establishing a new client base for sole practitioners By Daryl-Lynn Carlson, Canadian Lawyer 4 Students, April 2007 Likely there’s no lawyer in the country who hasn’t daydreamed about going solo; the freedom, fulfilment, and flexibility of self employment surely has its allure even on a good day at large a firm. Perhaps an office at home, the prospect of...

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    Time to Ditch the Old Practice Groups?

    Developing industry practices signals clients that you have the inside know-how to get work done By Heather Suttie, Canadian Lawyer, April 2007 Traditionally, law firms have organized themselves along the lines of practice groups, such as corporate/commercial, litigation, intellectual property, etc. While practice groups are helpful in managing talent and ...

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    Dare to be Different

    Firms that dare to be different realize profitability far beyond their expectations By Heather Suttie, September 2006 While a dare implies risk and bravery, daring to be different is not as intimidating as you might think. It’s based on two valuable components: identifying your points of difference and unique selling propositions. The combination of these...

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    Definitions of Business Development, Marketing and Sales

    The terms “business development” and “marketing” are often confused with sales. Discover the difference and how they connect By Heather Suttie, September 2006 “Business development” and “marketing” are buzzwords in many industries, including professional services. Since the meaning of these words can be vague, they can sometimes be interpreted...

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