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.
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
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 But this view of communications is outdated.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
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
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.
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.
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
Graham has interviewed some really interesting people who provide fascinating insight into different areas of the legal industry.