Warning: Read This Before You Send that Billing Rate Increase Letter!

11.25.12 | Susan Duncan

This is the time of year law firms get ready to send out their annual letter to clients citing their new billing rates for 2013. Despite all of the recent coverage about legal departments cutting their budgets and forcing law firms to reduce their rates, two recent surveys find that law firms still plan to…

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“Effective Client-Adviser Relationships” Part 3: Added Value

10.15.12 | Susan Duncan

This post is one of four that discusses the findings of a survey conducted jointly by the Financial Times (FT), the Managing Partners’ Forum’ (MPF) and Meridian West. The survey results were pre-viewed at a one day conference hosted by PM Forum in London on September 27. The posts reflect findings from the survey, sessions…

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“Effective Client-Adviser Relationships” Part 2: Commerciality

10.08.12 | Susan Duncan

This post is one of four that discusses the findings of a survey conducted jointly by the Financial Times (FT), the Managing Partners’ Forum’ (MPF) and Meridian West. The survey results were pre-viewed at a one day conference hosted by PM Forum in London on September 27. The posts reflect findings from the survey, sessions…

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“Effective Client-Adviser Relationships 2012” Part 1: Role of Management

10.01.12 | Susan Duncan

This post is one of four that discusses the findings of a survey conducted jointly by the Financial Times (FT), the Managing Partners’ Forum’ (MPF) and Meridian West. The survey results were pre-viewed at a one day conference hosted by PM Forum in London on September 27. The posts reflect findings from the survey, sessions…

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Cross-Sell Effectively by Putting Client Needs before Your Own

08.14.12 | Susan Duncan

Cross-selling is a good concept, assuming that clients love the work you are doing for them and are thrilled with the level of competence and service (and you know this because you have formally and regularly solicited your clients’ feedback). As discussed in a previous post Strategic Account Management Must Be About Client Value First, Not…

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What Rainmaker Traits and Skills are Required for Success?

07.31.12 | Susan Duncan

For so many years, the term “rainmakers” has referred to partners in firms who bring in new clients and have “big books of business.”  Merriam-Webster defines a rainmaker as “A person (as a partner in a law firm) who brings in new business.”  Fifty years ago, many firms relied on only one or two or just…

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