Articles

The Value Conversation

Legal services clients will define value during a conversation, but what they value is often not what you think it is. Unless you’re clairvoyant, you won’t know what a client values. Neither…

Suttie. Legal Market Strategy and Management Consulting

After 25 years, it’s time for an upgrade. My legal market position has been primed for an overhaul for the past few years. Perhaps a more elegant description might be a revival…

The Queen’s Fish

Much will be written about Her Majesty Queen Elizabeth II over the coming days. There will be stories about her life, reign, and death. A fish story might be a bit different….

Legal Talent Rebalancing – Part 1 – Valuing Time

While rebalancing work to live and live to work will be ongoing, the legal services labour market will speak to those who listen and act. In Legal Talent Rebalancing – Part 1…

Legal Talent Rebalancing – Part 2 – Valuing People

While rebalancing work to live and live to work will be ongoing, the legal services labour market will speak to those who listen and act. In Legal Talent Rebalancing – Part 1 – Valuing…

When Sales Becomes Value

The transition from enabling sales to providing value requires that you stop being a hunter, and instead, think and act like a farmer. There’s a peculiar notion within traditional law firms that…

Welcome Your Ambassadors

Your people are your ambassadors. Every last one of them can and will directly influence if and how clients interact with your law firm or legal services entity. Taking a personal approach…

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…

Inside a Legal Entrepreneur’s Mindset

Why visionaries and innovators will flourish now. Square-peg disruptors don’t fit in traditional, round-hole law firms. Anyone who, at their core, is a true entrepreneur or innovator will bridle at boundaries and…

Data Matters for Legal Market Growth

Data is key to solid returns and commercial results. Otherwise, you’re gambling. The legal market stands to make better decisions for continued growth using data instead of instinct, and will reap stronger…

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