A Legal High with Graham Seldon

Graham Seldon
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A Legal High with Graham Seldon

Welcome to A Legal High podcast. In this series, host, Graham Seldon, interviews experts for their big picture views on what's happening in the legal industry. Graham and his guests discuss the opportunities and challenges facing business development, marketing and communications professionals who work in law firms.

  1. The Law Firm CX Factor

    22/06/2020

    The Law Firm CX Factor

    Welcome back to A Legal High. In this episode host, Graham Seldon, is joined by George Beaton and Jon Huxley, who give their insights on CX for legal firms including: The four phases of CX How clients are happy to pay more for a great client experience The top 3 drivers of client satisfaction The role BD & M play in bringing the client voice back to the firm Most importantly, how to make good CX simple

    37 min
  2. Why comms isn't the poor cousin of marketing with Sharon de Bomford

    18/03/2020

    Why comms isn't the poor cousin of marketing with Sharon de Bomford

    As a marketing discipline, communications is often the poor cousin in law firms, relegated to the back corner while the favourites, BD and client relationship management take centre stage. But this view of communications is outdated. Used strategically, communications is a critical element of any marketing, BD or client campaign. Our guest in this episode is Sharon de Bomford, Principal at Write Results, and an expert in communications for professional services firms. Graham and Sharon discuss: Why comms teams need to be diverse Why ignoring internal communications is at your peril The ethical dilemma of some LinkedIn strategies Why every communication strategy should be a BD strategy How being authentic doesn’t help differentiate What external clients think of law firm comms How to turn staff into brand ambassadors Where law firms needs to invest their communications efforts How to demonstrate ROI Why a career in law firm communications is becoming more valued

    40 min
  3. Ready, Sector, Go with guest, Darren Milo

    14/02/2020

    Ready, Sector, Go with guest, Darren Milo

    Does your firm want to implement a sector strategy? Or are you a generalist BD looking to move into a sector specialist role? Our guest on this episode of A Legal High is Darren Milo. Darren worked for over 20 years in strategic business development with global law firm Herbert Smith Freehills, both in Australia and the UK. He now runs a consulting practice working with law and other professional services firms to develop sector led strategies that bring clarity and collaboration to winning work. In this episode, Darren shares his experience on: How a sector-led strategy brings clarity and collaboration to winning work Why firms that encourage their BDMs to go out and build their 'little black book' win more business Why partners must act as the 'guiding coalition' for a sector strategy to be successful How to transition from a BD generalist to sector specialist

    40 min
  4. Why law firms need sales experts now more than ever with guest, Keith Dugdale

    04/12/2019

    Why law firms need sales experts now more than ever with guest, Keith Dugdale

    In episode 4, Graham Seldon interviews leading sales coach, Keith Dugdale. Through is work as a consultant to firms globally Keith has noticed: Firms getting squeezed on price Clients being less loyal to one firm Services being commoditised through AI (particularly in the USA) Firms tendering for business when there is no existing relationship To help firms and BD teams address these challenges, Keith and Graham discuss: Why it is absolutely critical that law firms invest in trained business development experts to coach fee earners How to add more value to justify the price How BD and marketing professionals can use basic account management processes on lawyers, not just clients This is quite a long discussion (40 mins) but Keith has a wealth of experience for you to tap into. We hope you enjoy listening.

    42 min
  5. What SME Legal Clients Need & Want with guest, Brett Moore

    14/11/2019

    What SME Legal Clients Need & Want with guest, Brett Moore

    Move beyond providing transactional technical legal advice to really thinking deeply about meeting the long term needs of clients is the advice from NAB's Customer Executive for Professional Services, Brett Moore. Earlier this year, NAB published the Legal Services Industry report, which had some findings many legal firms will find surprising. So host, Graham Seldon, invited Brett to be a guest on A Legal High to discuss the report with our audience.

    19 min
  6. Lean in and Be Counted with guest, Joel Barolsky

    06/08/2019

    Lean in and Be Counted with guest, Joel Barolsky

    Build your leadership and influencing skills is the advice to BD&M professionals from our guest, Joel Barolsky, Managing Director of Barolsky Advisors. In this podcast, Graham and Joel discuss a broad range of strategic issues affecting law firms including: Why differentiation is a meaningless brand strategy for national and global full service firms The Bermuda Triangle of law firm management Why changes in the legal supply chain affect how and what type of new business firms win in the future Why BD&Ms need to bolster their leadership and influencing skills

    44 min
  7. The Art & Science of Winning Work with guest, Sara Miller

    24/07/2019

    The Art & Science of Winning Work with guest, Sara Miller

    In this podcast Graham interviews Baker McKenzie's Pitch and Pursuits Excellence, Senior Manager – Asia Pacific Leader, Sara Miller. Sara shares her insights on: The difference between business development, proposals, bids, tenders and pursuits How to learn best practice in pitches and pursuits The nuances of working on pitches and proposals in different cultures How legal firms will win work in the future

    27 min
  8. Performance Anxiety with guest, Ray D'Cruz

    05/06/2019

    Performance Anxiety with guest, Ray D'Cruz

    In this podcast, Graham Seldon talks to CEO of Performance Leader, Ray D'Cruz about what drives a high performance law firm. Performance Leader works with professional services firms by providing technology and consulting to help them build vibrant feedback cultures. In this podcast you will learn: What defines a high performance law firm What metrics law firms use to measure partner and firm performance How continuous feedback affects the marketing and business development agenda Why BD and marketing professionals could earn the equivalent (or more) of partners in the law firm of the future

    28 min
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About

Welcome to A Legal High podcast. In this series, host, Graham Seldon, interviews experts for their big picture views on what's happening in the legal industry. Graham and his guests discuss the opportunities and challenges facing business development, marketing and communications professionals who work in law firms.

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