Business Development

A Practical Handbook for Lawyers

Edited by Stephen Revell

Not available to order

Publication date:

01 February 2016

Length of book:

240 pages

Publisher

Globe Law and Business

Dimensions:

240x160mm
6x10"

ISBN-13: 9781911078005

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.

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

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.