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Law Management Section Guide to Business Development

Law Management Section Guide to Business Development

Author: Andrew Otterburn; Nigel Haddon
Publisher: Law Society Publishing
ISBN: 9781907698774
Published In: February 2015
Format: Paperback , 128 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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Description
Contents
Author

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The Law Management Section Guide to Business Development offers practical advice on how firms can use business development tools and techniques to drive growth and profitability. Expert authors give valuable insight into how to gain new clients and develop new business from existing clients.

The A4 size book includes detailed analysis of the key areas of business development such as:

promotional mix
branding
client relationship management
competitive tendering
client care
planning and budgeting
sales and sales management
smaller practices
pricing and fees
online marketing
research and analysis
reputation management
social media.

This book is an essential guide that provides summaries of the key issues and techniques. It includes checklists and hints and tips, plus information and support on the business and management issues of the day to enable firms to perform even better and more profitably.

1. Foreword

2. Introduction

3. Promotional mix

4. Branding

5. Client relationship management

6. Competitive tendering

7. Client care

8. Planning and budgeting

9. Sales and sales management

10. Smaller practices

11. Pricing and fees

12. Legal services reforms and related trends

13. E-marketing

14. Research and analysis

15. Reputation management

16. Client feedback

17. Social media.

Andrew Otterburn is a chartered accountant and management consultant. Over the last 17 years he has advised nearly 200 firms of solicitors in the UK and Ireland. Previous publications include Profitability and Financial Management and Cash Flow and Improved Financial Management (both Law Society Publishing). He is co-author of the annual benchmarking survey of law firms in Scotland published by the Law Society of Scotland. He was an advisor to Lord Carter's review of legal aid procurement.

Nigel Haddon is a management consultant to the legal profession, a former law firm CEO, former chair of the Law Management Section of the Law Society, and a consultant with pricing and costs specialists, Burcher Jennings.