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Business Development: A Practical Handbook for Lawyers

Business Development: A Practical Handbook for Lawyers

Author: Stephen Revell
Publisher: Globe Law and Business
ISBN: 9781911078005
Published In: February 2016
Format: Hardback
Jurisdiction: U.K. ? Disclaimer:
Countri(es) stated herein are used as reference only

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Description
Contents

Details

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, 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.

Introduction

Part I. Overview of business development in a law firm

Developments in law firm marketing

Business development – the nuts and bolts

The variety of structures and approaches to business development in a law firm

The case of Wardynski & Partners in Poland

The case of TozziniFreire in Brazil

The case of ZICO Holdings Inc in Malaysia

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

Interviews with general counsel

Part III. Lawyer vs professional

The lawyer’s role in business development – can lawyers sell?