This article was prepared by Sue-Ella Prodonovich for the Singapore Law Society’s monthly journal – The Law Gazette (May 2023 Issue).While issues of AI, technology and innovative business models have dominated discussions about the changing landscape for legal practices, another
This article was prepared by The College of Law and published 25 April 2023.As the legal industry diversifies beyond traditional structures, we’ve witnessed the rise of the hyperspecialised law firm. Often spinoffs from large law firms, hyperspecialised boutiques focus on
When you’re next reviewing your business plan, I want you to take a moment to think about the clients you’ve lost over the past couple of years.I know that might bring up some uncomfortable feelings, perhaps even some painful
This article was prepared by the College of Law and published 4 April 2023.In the traditional top-down hierarchy of a law firm, early career lawyers are there to learn and listen, acquire technical skills, and be guided by senior legal
For professionals, the rules of business development (BD) are being rewritten before our very eyes. After all, the market for professional services has become more transparent and more competitive and the balance of power has well and truly shifted to
The most common question professionals ask me is, ‘how do I win more work’? The answer I usually give them – and one which doesn’t always go down well – is to stop thinking about winning.
To this end, I
In my view, most firms make it too easy to say ‘no’ to pitching for work.That’s because they adopt a ‘go/no go’ approach when deciding whether to respond to a request for proposal. This involves asking a series of qualifications
If you’ve been on my mailing list or reading my articles on LinkedIn for more than 12 months, you’d probably know that at this time of year, I like to send out the same email entitled: “Sweet. Glorious. Nothing.”
In
If you left your firm would your clients follow you to a new one?* If you don’t know then your probably don’t know your clients well enough.Back in 2016, I wrote about what general counsel looked like based on The
Back in 2016, I wrote an article about what general counsel looked like based on The Legal 500 General Counsel Powerlist for Australia and New Zealand, and it turned out to be one of my best-rating articles ever. If clicks