Business Development (eBook)

Introduction
Stephen Revell
Freshfields Bruckhaus Deringer

Part I. Overview of business development in a law firm

Developments in law firm marketing
Murray Coffey
Rochelle Rubin
Haynes and Boone LLP

BD – The Nuts and Bolts
Katie Cramond
McDermott, Will & Emery
Julia Randell-Khan
Consultant

The variety of different structures and approaches to BD
Stephen Revell
Freshfields Bruckhaus Deringer
The case of Arendt & Medernach in Luxembourg
Brian Gribben
Arendt & Medernach
The case of Creel, García-Cuéllar, Aiza y Enríquez in Mexico
Alejandra Vasquez
Creel, García- Cuéllar, Aiza y Enríquez

Divide and conquer: putting structure around key client care
Will Taylor
Wiersholm

Part II. ‘The eye of the beholder’ – the client perspective: Interviews with general counsel
Stephen Revell
Freshfields Bruckhaus Deringer

Part III. Lawyer vs professional

The lawyer’s role in business development – can lawyers sell?
Shelley Dunstone
Legal Circles

How do you teach lawyers to do business development
Tom Bird
Møller Professional Services Firms Group

Making the sale, clinching the deal – the case for a business development team
Thorsten Zulauf
Law Firm Change Consultants

A day in the life of a head of business development
Christine Liæker Lindberg
Wiersholm

Marketing through good HR
André Andersson
Mannheimer Swartling

What to do when your clients involve legal procurement
Silvia Hodges Silverstein
Buying Legal Council; Fordham Law School; Columbia Law School
Matt Prinn
RFP Advisory Group

Part IV. Communications and PR

Communications and public relations in law firms – connection and contradiction
Dex Torricke-Barton
Brunswick Group LLP

The marketing and advertising of legal services

Social media and business development in law firms
Nassim Ghobrial
Rainer Kaspar
PHH Rechtsanwalte

Part V. The future of business development and legal practice

Business development in law firms of the future: focus and infrastructure
Norman Clark
Walker Clark LLC

Potential impact of a rapidly changing legal services industry: emotional competence skills that are most relevant to succcessful business development and client retention
Lisa Walker Johnson
Walker Clark LLC

Technology
Sriram Chakravarthi
SAL Group

Part VI. How to do it guide

The 10 fundamental elements of business development
Stephen Revell
Freshfields Bruckhaus Deringer