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Professional services articles: Legal
39 Articles Found. Displaying page 1 of 5:
Increasing Fee Income Through Service – Harnessing the Power of Your People
Kate Fleming and Steve Arundale present at PSMG conference 15th November
For many professional firms, the 'holy grail' of increased fee income is value creation by everyone who comes in contact with the clients. For most it has proved elusive, a wonderful concept that is impossible to achieve in practice, often because the process for achieving it is fundamentally flawed.
Law Society Excellence Awards
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The case of the disappearing client
Published in PM Forum
Business development can no longer be viewed as the sole responsibility of a specialist development team. Kate Fleming examines how organisations that effectively align their service delivery and business development operations more closely can reap the rewards.
Download / View (3003KB)Creating client value - sales through service
Published in Practical Law Company Magazine
Peter Fleming of HuthwaiteFleming discusses the service/sales continuum
Download / View (3611KB)Driving change at Keoghs
An innovative approach to client account management
Keoghs is one of the foremost insurance litigation firms in the UK and is recognised today as one of the most innovative and forward thinking around and, as a result, has seen unprecedented growth in recent years. Yet this very success has brought with it new problems, demanding a similarly radical approach to client account management and development. Keoghs and HuthwaiteFleming worked closely to develop a tailored programme which has improved levels of client retention and growth in line with established Keoghs development targets, together with a positive impact on the practice's client satisfaction scores.
Download / View (422KB)The client connection
Kate Fleming outlines the lessons in business-development strategy that can be learnt from HuthwaiteFleming's client aquisition survey
Download / View (3688KB)Adding value without losing out - How to create real value for you and your clients
Many people talk about 'adding value' in the context of the client/seller relationship. Surprisingly however, when we scratch beneath the surface of this idea, we've found there's often not much 'value' and it's very rarely 'added'.
Download / View (158KB)If your clients aren't seeing sales people, who are they seeing?
In normal times responsibility for sales obviously lies with partners and senior fee earners. Hardly surprising given these are the people with both the opportunity and the capability to sell. But what happens when times get tough? What happens when, because of economic uncertainty, or lack of liquidity, or a simple crisis of confidence, clients simply stop seeing sales people at all?
Download / View (131KB)Enhancing the value of training - It's not just about the 'what' but the 'why' and the 'how'
Published in PSMG Magazine
In today's tough economic climate, every aspect of a professional services business can benefit from improved skills.
Download / View (151KB)Professional Services
