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International Edition

The art of intelligent selling

In today's highly competitive legal services market, building an effective 'sales culture' is seen by many law firms as critical to the long-term success…
7 minute read

International Edition

Net that student

In the world of legal business, law firms are recognised by certain characteristics that observers perceive as being synonymous with them. People recall a firm from their perception of it - think litigation, think Herbert Smith - resulting in an image or brand that can be difficult to control. Reputations are formed, talked about, enhanced, damaged, consolidated. Yet how are perceptions actually gained in the first place, or altered, and how do they affect decision-making? For clients, practice area reputation and trusted recommendation are likely to be major factors. But what about graduates; how are their perceptions changed and how does this sway their choices come application time?
6 minute read

International Edition

The chosen few

As general counsel respond to pressure to reduce and rationalise their choice of legal adviser, legal panels are shrinking. Philip Hoult reports on the findings of this year's Legal Week Intelligence Client Satisfaction Survey
8 minute read

Legal Week

Managing/Senior Partner of the Year 2007: David Pester, TLT

The British Legal Awards 2007: Managing/Senior Partner of the Year. Winner: David Pester, TLT. Finalists: Peter Crossley, Hammonds; Kevin Gold, Mishcon de Reya; Moira Gilmour, Field Fisher Waterhouse; David Gray, Eversheds; Joy Kingsley, Pannone
4 minute read

International Edition

Managing/Senior Partner of the Year 2007: David Pester, TLT

The British Legal Awards 2007: Managing/Senior Partner of the Year. Winner: David Pester, TLT. Finalists: Peter Crossley, Hammonds; Kevin Gold, Mishcon de Reya; Moira Gilmour, Field Fisher Waterhouse; David Gray, Eversheds; Joy Kingsley, Pannone
2 minute read

International Edition

Managing a Law Firm: The pricing bazaar

How do you decide prices? Not just your headline rates, but the actual fee an individual client pays for a specific piece of work. How much do clients really care about prices and how do you communicate pricing decisions to them?
13 minute read

International Edition

Managing a Law Firm: The talent show

He was recruited as a very senior director in a very large City law firm. His work went well but the thing that really bugged him was the pass he had to show every time he went into the staff restaurant. The words 'non-lawyer' were printed on the face of it (for non-lawyer, read 'second-class citizen').
8 minute read

International Edition

Managing a Law Firm: Tough strategy

Open any book about strategy and you will read how product-focused companies have succeeded. You can learn, for example, about how Japanese cars beat the US giant auto manufacturers at their own game or how Microsoft came to dominate the market for PC software. The trouble is, though, most of the economy is driven by service businesses, which are almost always harder to manage than the sorts of organisations described in strategy books. It is particularly difficult to develop strategy in a law firm where everyone is intelligent, articulate and where, all too often, people have conflicting ideas about where the firm should be heading.
9 minute read

International Edition

Managing a Law Firm: A networked world

Five key factors are driving today's economy: client sophistication; connection; transparency; governance; and modularisation. These forces are steering the professional services sector towards commoditisation, where clients perceive minimal differences between most offerings and often squeeze their suppliers on fees. Only legal services suppliers that actively engage their clients in deep, collaborative relationships are able to differentiate themselves.
5 minute read

International Edition

Hanging on the telephone

Conference calling has become an integral part of the legal world. Lawyers routinely schedule calls for everything, from new client consultations to transaction negotiations to arbitration hearings with a judge in attendance.
4 minute read

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Legal Speak is a weekly podcast that makes sense of what’s happening in the legal industry.

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