More services, more income, less competition

Written by Vivienne Corcoran Wednesday, 22 April 2015 08:49

Great HBR article demonstrating what many of us already knew, that the more services you provide a client, the more loyal they are, the more fees you earn and the more robust your firm is in a downturn.


What we really need

Written by Vivienne Corcoran Friday, 17 April 2015 14:38

What is needed is:

"Not more knowledge but the courage and confidence to apply what we already know.

Not the latest theories but the chance to make sense of our own unique experiences....

Not more measures but the maturity to exercise judgement

Not a clearer vision but the courage to live closer to the edge of chaos and emergence

Not stronger leadership but the enlightenment to take responsibility for our own choices".

From Uncommon Sense, Common Nonsense by Jules Goddard and Tony Eccles, extracted in Market Leader, June 2014


Lawyers trust to luck

Written by Vivienne Corcoran Monday, 09 February 2015 12:32

Lawyers trust to luck

Lawyers are trained to analyse and think and yet it appears many firms are trusting their future to luck and hope.  In a survey of law firms conducted by the Australasian Legal Practice Management Association (ALPMA) and Julian Midwinter & Associates Pty Ltd, law firms revealed themselves to be still focused on hope as a cure.  Most firms (64.9%) expect some revenue increase with mid-size firms the most optimistic about growth, with 71.4% expecting an increase.  Yet most (55.1%) say their firm does not have a marketing and business development plan, and even more (59.2%) do not provide marketing and BD skills training for lawyers.  So how is this going to happen? Planning should not take long and training is easily outsourced, lawyers need to take some instruction!


Planning for failure in 2015?

Written by Vivienne Corcoran Friday, 30 January 2015 11:07

People who help people plan their businesses (like me) tell you to write a plan.  So you call a meeting, sit down in front of the computer and before you kow it, nothing happens.  Confirming little has changed in terms of the main problem causing businesses to fail in the last 30 years, Australian Securities and Investments Commission research revealed recently 44 per cent of company insolvencies were due to poor strategic management. While business plans are rarely long winded documents any more, they are all too often locked away in computers or in bottom drawers where they get forgotten.  The best plans are stuck on your computer rather than in it.  Using 4 basic, ‘old technology methods’ could save your business from joining that 44 per cent of failures.

Download this file (Is your 2015 plan stuck on your computer or in it.pdf)Is your 2015 plan stuck on your computer or in it[4 old technology ideas to keep your plan where you can see it and do it]276 Kb

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