Monday, 03 April 2017 09:00

Learning from Heenan Blaikie’s miscues

When national law firm Heenan Blaikie LLP blew up in early 2014, I covered the story for Canadian Lawyer, writing about a Frankenstorm of events that caused the firm’s demise.
Published in Commentary
Monday, 06 March 2017 09:00

Heenan Blaikie breakdown

Photo: Robin Kuniski
Photo: Robin Kuniski
Three years after the collapse of the law firm he helped build, Norman Bacal reflects with his version of the inside story.
Published in Departments
Monday, 07 November 2016 09:00

To be ranked or not to be ranked?

To be ranked or not to be ranked?Lawyers love directories and marketers hate them. What should you do? Well, as always with great strategy, it depends!
Published in Web exclusive content
When it comes to demonstrating 'value,' what’s old is new againWhen talking about business development, people talk a lot about “creating value” but much less often about what that actually means. It is difficult to articulate in absolutes what “value” means because it will be different depending on the circumstances. It will depend on what needs are held by the person for whom you want to create “value,” what skillset you have, the nature of your relationship, the maturity of your relationship, any interests you share and more.
Published in Web exclusive content
Monday, 10 October 2016 09:00

Travelling = Opportunity

Travelling = OpportunityTaking the opportunity to connect with potential referral sources and increase your visibility in new markets when travelling will benefit your practice.
Published in Web exclusive content
Monday, 10 October 2016 09:00

10 ways to deal with difficult clients

10 ways to deal with difficult clientsThe Pareto principle states that 80 per cent of results are derived from 20 per cent of input. This 80/20 rule can describe difficult clients: 80 per cent of your grief will come from 20 per cent of your clients.
Knowing how to handle that 20 per cent is imperative to a healthy practice.
Published in Web exclusive content
Client “personas”— Why you want to understand who you’re talking toI don’t know why I woke up in the middle of the night reciting an old English fortune-telling rhyme:
Tinker, Tailor,
Soldier, Sailor,
Rich Man, Poor Man,
Beggar Man, Thief.
Published in Web exclusive content
Monday, 05 September 2016 09:00

Reverse auctions

Illustration: Jeremy Bruneel
Illustration: Jeremy Bruneel
When McCarthy Tétrault LLP was asked to bid for work through a reverse auction, the Canadian law firm set out to explore the intricacies of the competitive bidding process. It then put together a team to develop a strategy on how it would proceed and created a tool allowing its members to immediately see an earnings analysis as bids changed in real time.
Published in Departments
Taking a look at Key Performance IndicatorsAre you as productive as you would like to be? For sole or small firm practitioners, stagnating productivity can creep up on you quickly. We are often too busy and focused on resolving our clients’ problems to dedicate proper time to improving the way we practise.      
Published in Web exclusive content
When asked what metrics were being used, in-house leaders told Acritas the area they measure most is spend at 33 per cent with internal client satisfaction much lower on the list.
When asked what metrics were being used, in-house leaders told Acritas the area they measure most is spend at 33 per cent with internal client satisfaction much lower on the list.
According to a recent survey by Acritas, 25 per cent of legal departments in large organizations have no metrics to measure the value they deliver to the organizations they serve, and those who do are primarily focusing metrics on costs.
Published in Latest News
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