by Robin Dicks | Jun 29, 2015 | Robin's Blog
Cross-selling, or as I prefer it to be terms, co-operative selling or successfully extending relationships with clients, requires a number of things to be in place. Fee earners need to be able to answer 5 questions with a “yes”. The link here to the Co-operative selling image shows you what these questions...
by Robin Dicks | Mar 9, 2015 | Robin's Blog
Should have blogged about this earlier. The Law Society commissioned a special report from Robin into how those aiming to grow their law firm – whether managing partners, CEOs, Practice Directors, Partners or Marketing or HR heads – can best achieve it. It was published end January 2015 and is available via the Law Society microsite or Amazon....
by Robin Dicks | Aug 22, 2014 | Uncategorized
For most professional services firms, successful growth remains driven by how well aligned marketing, business development and the activities of fee earners are – and, of course, how well they are executed. But it’s not a perfect world: what is there is a gap in the key activities you cover, or people duplicate effort, or the person responsible for the activity doesn’t have the skills (or desire) to do it? Effectiveness declines. Accountability, ability and appetite. Not all is lost if you don’t have all 3, and people can still drive results. But you do need to understand where people are at and how to maximise the impact of what you do. How can you optimise the effectiveness of all the people involved in the marketing and BD effort? Phil Gott, my colleague in the Winning Firm Alliance, and I have created a diagnostic which very inexpensively and quickly identifies how the whole firm, a practice/team, or an individual can really enhance the results from their activity. Contact me if you’d like more information on 44 (0)7940 886677 or at robin @ thrivingcompany.co.uk ...
by Robin Dicks | Oct 26, 2012 | Uncategorized
The time to think strategically about future profitability is now. Phil Gott (a colleague in the Winning Firm Alliance) and I spoke during LawNet’s Practice Finance Management day on 16th October – if you’d like to access the slides and some of the topics we covered around future profitability, click to access it here via the Thriving website. Our underlying benchmark data is growing all the date. During October so far, 25 firms took advantage of the “key levers of profitability” self review and gained their free analysis. If you’d like to review the top level areas that would improve your firm’s ability to generate revenue, you can undertake a self-review through this...
