Word-of-mouth is still king when it comes to building a professional services practice but the pathway for new business is tortuous. Scarcity of time plus an abundance of choice means decision-makers take shortcuts to reduce their search effort. Anthropologists call it ‘information foraging’ (Pirolli & Card, 1999) and it affects how you profile your practice and how business
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Three Things Your Associates Were Afraid to Ask (But You Really Should Tell Them)
When it comes to the way your law firm operates – and what you expect your lawyers to do to keep it profitable – you might be surprised what your Associates and Senior Associates don’t understand.Over the past decade, Sam Coupland, from FMRC, and I have run business skills workshops for lawyers. (Those who…
How to Stop Worrying and Start Loving Your Practice Again
We may have been through a lot over the past few years, but, really, the first 24 months post-COVID were surprisingly good times for many professional services firms. In many ways, that period was a bit too good: there was so much demand that winning new work didn’t take too much effort. It didn’t seem…