Client Strategy

Glance Back, Focus Forward

My 2021 year-ender casts a quick glance back, but much more importantly focuses forward to a vibrant future. Thank you for taking an interest in my work, thoughts and analyses during yet…

The Hybrid Legal Services Team

Collaboration leads to efficiency and a pooling of talent that results in greater commercial value. The word “hybrid” describes the composition of different elements that results in something new. In our modern…

Managing the Client Connection Challenge

Now more than ever, good client management works hand-in-glove with cultivating a vibrant practice – and requires diligent execution on savvy business development techniques. Done right, business development leads to client management….

Legal Market Positioning is Key to Building Back Strong

While the pandemic’s first year slammed the world for the worst, it’s upending the legal services market for the better. A one-of-one legal market position leverages two key factors: brand differentiation and market…

Being Superhuman

How character, trust and faith win hearts, minds and legal market share. “If we’ve learned anything from this pandemic, it’s that we’ve had to shed our professional armour and get real,” said…

Our Future is Forward

As we look forward to 2021, my top 10 think pieces from 2020. Thank you for taking an interest in my work, thoughts and analyses over a year that has been tremendously…

Wooing Clients: From The Globe and Mail

From surf lessons to virtual chocolate making, law firms get creative to woo clients. By Christine Dobby – Corporate Law Reporter, The Globe and Mail The article, published October 23, 2020 and in which I…

When Silence is Deafening

The appalling continuation of client neglect. I’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,…

Clients want lawyers to stop ignoring emails and phone calls

Canadian legal technology company Clio found the majority of lawyers neglect their emails, and most wait more than 72 hours or more to reply to voice mails. By Anita Balakrishnan, Law Times, October…

Legal Market Strategies for Uncertain Times

Why client service interviews are an innovative tactic. 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…

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