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International Edition

Sale of the 21st century – where now for law firm BD?

I understand the pressure for law firms to reduce their costs, and why this topic has exercised the profession in recent years, but for a long time I have wondered why there is so little corresponding attention paid to the other side of the equation: the ability to win work.
3 minute read

International Edition

Travers seeks successor for senior partner role as Carroll's tenure draws to a close

Travers Smith has kicked off its senior partner elections as long-serving leader Chris Carroll prepares to stand down.
2 minute read

International Edition

Freshfields eyes Australia launch as rush Down Under continues

Freshfields Bruckhaus Deringer is weighing up plans to open in Australia as international law firms' interest in the region continues to grow. The magic circle firm has spoken to several Australian partners in recent months about potential hires as it considers whether to launch a small M&A-focused offering in the country.
3 minute read

International Edition

On target – what it takes to successfully market a globe-trotting legal giant

Freshfields' Elizabeth Chambers on what it takes to successfully market a globe-trotting legal giant and how to put client relationships at the heart of your 'product'
4 minute read

Legal Week

The hard sell – profiling the mad men and women who strive to sell law

"Procter & Gamble may have been created by soap makers, but their brands have been built by running them as a rounded business," argues Mishcon de Reya's iconoclastic business development director Elliot Moss. "You would have never heard of P&G if they had left just the soap makers in charge. Law firms are no different."
91 minute read

International Edition

Business as usual? The challenges of winning business in the fiercely competitive Asia-Pacific region

I couldn't have predicted that my legal career would bring me to Singapore all those years ago when I was just starting out as wet-nosed trainee. I completed my training contract on Station Road, Watford in a specialist civil litigation practice. I was desperate to be taken on as a newly qualified solicitor. I owe a great debt to Des Collins, the senior partner, because he did keep me on. Des saw something I was good at and that was business development. He gave me the freedom to win new work for his business.
5 minute read

International Edition

Can we all be rain-makers? Learning business development from the experts

A magic circle law firm once asked me to shadow a 'rain-maker' to see what he did differently to other partners. It was fascinating to watch a lawyer doing business development (BD) just like an investment banker.
7 minute read

International Edition

With US politics changed for the worse, does it matter who wins the presidency?

As a US jurisdiction partner at Berwin Leighton Paisner (BLP), my work often takes me to America to see clients and law firms that we know. It is always interesting at this stage in the American political cycle to make such a trip, as I did recently – spending nearly three weeks criss-crossing the continent. Conversations often turn to who will win the presidency.
5 minute read

International Edition

The hard sell – profiling the mad men and women who strive to sell law

"Procter & Gamble may have been created by soap makers, but their brands have been built by running them as a rounded business," argues Mishcon de Reya's iconoclastic business development director Elliot Moss. "You would have never heard of P&G if they had left just the soap makers in charge. Law firms are no different."
32 minute read

International Edition

Kennedys set to cut finance support roles as firm begins consultation

Kennedys has launched a redundancy consultation involving up to 70 support staff in the firm's finance department. The consultation has been launched in a bid to consolidate the non-legal department, which is spread across the firm's offices in London, Sheffield, Chelmsford and Maidstone. Some of the 70 staff affected by the consultation are expected to keep their positions. The news was first reported today (18 October) on RollOnFriday.
2 minute read

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