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Business Development: A Practical Handbook for Lawyers, 2nd Edition

Business Development: A Practical Handbook for Lawyers, 2nd Edition

Author: Stephen Revell
Publisher: Globe Law and Business
ISBN: 9781787423343

Previous Edition ISBN: 9781911078005
Published In: April 2020
Format: Hardback , 250 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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In an increasingly competitive landscape and with challenges from disrupters, the Big 4 and technology, business development has a pivotal role in a law firms’ strategic success and their ability to stand out from the crowd.

The second edition of Business Development: A Practical Handbook for Lawyers, edited by Stephen Revell from Freshfields, revisits the theory, tools and skills needed to implement effective business development in law firms today. Content covers the practical elements – such as what the perfect pitch looks like – as well as the strategic elements, including the variety of structures and approaches to business development at law firms of all sizes.

New chapters focus on technology and digital presence, as well as key client relationship management and the importance of emotional intelligence in successful business development and client retention. Listening to clients is also a key factor in business development, but how often do we really do so? In this edition, client interviews remain an important feature, and we also hear from 10 new General Counsels on what successful business development looks like to them.

Business Development: A Practical Handbook for Lawyers is a one stop-shop on business development for law firms, marketing teams and lawyers in private practice. It will also be of interest to in-house lawyers, academics and other professional services providers.

Introduction - Stephen Revell of Freshfields Bruckhaus Deringer

Part I. Overview of business development in a law firm

Developments in law firm marketing - Murray Coffey, Rochelle Rubin of Haynes and Boone LLP

BD – The Nuts and Bolts - Katie Cramond of McDermott, Will & Emery and Julia Randell-Khan, Consultant

The variety of different structures and approaches to BD - Stephen Revell of Freshfields Bruckhaus Deringer

The case of Arendt & Medernach in Luxembourg - Brian Gribbenof Arendt & Medernach

The case of Creel, García-Cuéllar, Aiza y Enríquez in Mexico - Alejandra Vasquez of Creel, García- Cuéllar, Aiza y Enríquez

Divide and conquer: putting structure around key client care - Will Taylor of Wiersholm

Part II. ‘The eye of the beholder’ – the client perspective

Interviews with general counsel - Stephen Revell of Freshfields Bruckhaus Deringer

Part III. Lawyer vs professional

The lawyer’s role in business development – can lawyers sell? - Shelley Dunstone of Legal Circles

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

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

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

Marketing through good HR - André Andersson of Mannheimer Swartling

What to do when your clients involve legal procurement - Silvia Hodges Silverstein of Buying Legal Council; Fordham Law School; Columbia Law School and Matt Prinn of RFP Advisory Group

Part IV. Communications and PR

Communications and public relations in law firms – connection and contradiction - Dex Torricke-Barton of Brunswick Group LLP

The marketing and advertising of legal services

Social media and business development in law firms - Nassim Ghobrial, Rainer Kaspar of PHH Rechtsanwalte

Part V. The future of business development and legal practice

Business development in law firms of the future: focus and infrastructure - Norman Clark of Walker Clark LLC

Potential impact of a rapidly changing legal services industry: emotional competence skills that are most relevant to succcessful business development and client retention - Lisa Walker Johnson of Walker Clark LLC

Technology - Sriram Chakravarthi of SAL Group

Part VI. How to do it guide

The 10 fundamental elements of business development - Stephen Revell of Freshfields Bruckhaus Deringer

Consulting editor: Stephen Revell, Freshfields Bruckhaus Deringer LLP, on behalf of the International Bar Association

Consulting editor
Freshfields Bruckhaus Deringer LLP	Stephen M Revell
Contributing firm	Author(s)
Aird & Berlis LLP	Martin E Kovnats
Beyond Social Buzz	Joanna Michaels
Buying Legal Council	Silvia Hodges Silverstein
Consultant	Julia Randell Khan
Fornesa Abogados	Carlos Valls Martinez
Freshfields Bruckhaus Deringer	Chris Davis
Haynes and Boone LLP	Murray M Coffey
	Emily Cunningham Rushing
Law Firm Change Consultants	Thorsten Zulauf
Mannheimer Swartling	André Andersson
Miles & Stockbridge PC	Rachel T McGuckian
Møller Professional Services Firms Group	Tom Bird
PHH Rechtsanwälte	Rainer Kaspar
Shelley Dunstone	Shelley Dunstone
TozziniFreire	Daniela Christovao
Walker Clark LLC	Norman Clark

Review for previous edition: There are rich, shiny, valuable nuggets in every chapter of this book. Examining these with a magnifying glass, polishing and practising these skills, will enable lawyers and law firms to perfect their business development skills.

- Pippa Blakemore, The PEP Partnership LLP

Review for previous edition: Add to this the proselytising (can lawyers sell, and can you teach them to do business development? – yes, in both cases), alongside the articulation of how effective BD needs to be supported by good communications and PR, HR, and technology, and you have an invaluable handbook.

- Professor Stephen Mayson, University College London