Business Development

A Practical Handbook for Lawyers

Stephen Revell (Herausgeber)

Buch | Hardcover

240 Seiten

2016
Globe Law and Business Ltd (Verlag)
978-1-911078-00-5 (ISBN)

Infos

This practical guide provides the tools and skills needed to implement effective business development, including good communications and public relations. It addresses the prominence of the client perspective and looks at the regulation and ethics behind business development and what the future of business development looks like.

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In today’s market it takes more than legal acumen and experience for a law firm to be successful. Managing and developing a legal practice has never been more challenging or competitive. Business development is vital to both retaining existing clients and developing new ones, and central to law firm management and strategy.

This practical guide, edited by Stephen Revell at Freshfields, takes readers through the tools and skills needed to implement effective business development, including the importance of good communications and public relations. It addresses the prominence of the client perspective and looks at the regulation and ethics behind business development and what the future of business development looks like. It also answers the questions – can you teach business development and can lawyers sell?

The chapters cover the practical elements – such as the nuts and bolts of experience lists and what the perfect pitch looks like – as well as the strategic elements – including the variety of structures and approaches to business development at all sizes of law firms. 'Business Development: A Practical Handbook for Lawyers' is a one-stop shop on business development for lawyers in private practice, but it will also be of interest to in-house lawyers and academics.

Inhalt

Introduction 5
Stephen Revell
Freshfields Bruckhaus Deringer

Part I. Overview of business development in a law firm Developments in law firm marketing 9
Murray M Coffey
Emily Cunningham Rushing
Haynes and Boone LLP

Business development – the nuts and bolts 23
Julia Randell-Khan
Consultant

The variety of structures and approaches to business development in a law firm 49
Stephen Revell
Freshfields Bruckhaus Deringer
The case of Wardyn´ski & Partners in Poland
Szymon Kubiak
Tomasz Wardyn´ski
Dariusz Wasylkowski
Wardyn´ski & Partners
The case of TozziniFreire in Brazil
Daniela Christovão
TozziniFreire
The case of ZICO Holdings Inc in Malaysia
Paul P Subramanian
ZICO Holdings Inc

Part II. ‘The eye of the beholder’ - the client perspective Interviews with general counsel 67
Stephen Revell
Freshfields Bruckhaus Deringer

Part III. Lawyer vs professional
The lawyer’s role in business development – can lawyers sell? 85
Shelley Dunstone
Legal Circles

How do you teach lawyers to do business development? 97
Tom Bird
Møller Professional Services Firms Group

Making the sale, clinching the deal – the case for a business development team 111
Thorsten Zulauf
Law Firm Change Consultants

A day in the life of a head of business development 125
Christine Liæker Lindberg
Wiersholm

Marketing through good HR 139
André Andersson
Mannheimer Swartling

What to do when your clients involve legal procurement 147
Silvia Hodges Silverstein
Buying Legal Council; Fordham
Law School; Columbia Law School

The marketing and advertising of legal services 159
Coordinators and editors:
Martin E Kovnats
Rachel T McGuckian
Carlos Valls Martinez
Professional Ethics Committee of the International Bar Association

Part IV. Communications and PR
Communications and public relations in law firms – connection and contradiction 185
Chris Davis
Freshfields Bruckhaus Deringer

Social media and business development in law firms 197
Rainer Kaspar
PHH Rechtsanwälte
Joanna Michaels
Beyond Social Buzz

Part V. The future of business development and legal practice
Business development in law firms of the future focus and infrastructure 211
Norman Clark
Walker Clark LLC

Part VI. How to do it guide
The 10 fundamental elements of business development 227
Stephen Revell
Freshfields Bruckhaus Deringer

About the authors 231

Produkt-Details

• Erscheinungsdatum: 31.03.2016
• Verlagsort: London
• Sprache: englisch
• Maße: 160 x 240 mm
• Gewicht: 550 g
• Themenwelt: Recht / Steuern ► EU / Internationales Recht
• Themenwelt: Recht / Steuern ► Privatrecht / Bürgerliches Recht ► Berufs-/Gebührenrecht
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management
• ISBN-10: 1-911078-00-3 / 1911078003
• ISBN-13: 978-1-911078-00-5 / 9781911078005
• Zustand: Neuware