Lawyer's Guide to Strategic Practice Management

VIV WILLIAMS Viv Williams is chief executive officer of 360 Legal Group, and is a consultant to law firms on management, practice development, and marketing. Viv is also non-executive chairman of software specialists Ochresoft Technologies Ltd. During a career spanning 20 years in marketing, and as managing director of two floated Plc companies, Viv has been able to provide practical management insight for all businesses, including professional services firms. Combining this with his time working at Hammonds and Charter & Law Group, assisting solicitors and accountants to improve their management systems and marketing and increase profitability, Viv cultivated the necessary experience to become managing partner at the 2020 Lawyers Group (now 360 Legal Group) in 2003, offering law firms marketing, management, and strategy skills, as well as innovative ideas to transform their law practices into successful businesses. Viv has written numerous articles for the legal press and writes a monthly blog for the Law Society Gazette, as well as being the key note speaker at numerous conferences and seminars. Viv firmly believes that now is the time for law firms to grasp the challenges and opportunities presented by the Legal Services Act and alternative business structures, as well as by the pressure of the continuing credit crisis. 360 Legal Group provides solutions to those law firms which are prepared to rise to the current challenges and become the modern firms of the future. It provides change management support and advises law firms which are looking to buy, sell, or merge their practices. For more information, visit the 360 Legal Group, or contact Viv via email. JOHN STERLING Co-founder and Partner, Smock Sterling Strategic Management Consultants. PATRICK J MCKENNA Patrick J. McKenna is an internationally recognized author, lecturer, strategist, and seasoned advisor to the leaders of premier professional service firms, and he has also had the honour of working with at least one of the largest firms in over a dozen different countries. Patrick is the author of numerous books, most notably his international business bestseller, First Among Equals (currently in its sixth printing and translated into nine languages). His consulting expertise was acknowledged in 2008, when he was identified through independent research compiled and published by Lawdragon as "one of the most trusted names in legal consulting", and his three decades of experience led to his being the subject of a Harvard Law School Case Study entitled 'Innovations In Legal Consulting' (2011). One example of that innovation was his launching the first instructional program designed to specifically address the issues that new firm leaders of larger firms face in their first 100 days - which has thus far graduated over 70 new leaders many from AmLaw 100 and 200-sized law firms, as well as from notable accounting and consulting firms. He is the only expert in professional service firms admitted to the Association of Corporate Executive Coaches, the #1 US group for senior level CEO coaches; and was acknowledged in 2014 by The American Lawyer magazine as 'a long time succession consultant and coach to new firm leaders'. DAVID H FREEMAN David H Freeman, JD, a former lawyer and now CEO of the David Freeman Consulting Group, has helped thousands of managing partners, group and department leaders, partners, counsel, and associates become better leaders and rainmakers in hundreds of law firms world-wide. For nearly two decades, he has worked with over one-third of the AmLaw 200, and in 2013, for the second consecutive year, he was recognized as the best law firm business development and coaching service provider in a National Law Journal survey. He is an internationally acclaimed speaker who presents at law firm retreats, law firm networks, international, national, and regional conferences, LMA and ALA chapter meetings, bar association meetings, and law schools. David's main areas of practice include leadership training and coaching; business development training and coaching; accelerated cross-selling; client service training and planning; retreat design, facilitation, and speaking; and business development culture assessments. He was Co-Chair of the Legal Marketing Association's 2010 Annual Conference, he has written a unique book for law firm leaders called Weekly Reminders for Revenue-Focused Leaders, and he is a co-author of Law Firm Marketing Leaders: Tips from a Collection of Experts. He also wrote an on-going leadership column for American Lawyer Media's newsletter, Marketing the Law Firm, and he has authored many other articles on the revenue-related aspects of management, leadership, service, strategy, and business development for most of the major legal publications. David also produces practical video tips focused on leadership and business development, he has developed a DVD-based personal rainmaking system for lawyers called CMOplaybook(R), and he created a business development culture assessment tool for law firms called Culture Xray(R). David can be reached via email at the consulting group. CHRISSIE LIGHTFOOT I'm Chrissie Lightfoot, a 'prominent international legal figure', an entrepreneur turned solicitor and back again as CEO of EntrepreneurLawyer Ltd, a global consulting business specialising in relationship 'SocialHuman' sales and based in the UK. It is an absolute delight and honour to be your host and to have this opportunity again to entertain you. bit of background I am a solicitor (non-practising), consultant, regular international keynote speaker, legal futurist, legal and business commentator, a writer, and 'an inspirational woman entrepreneur'. In 2013 I was nominated and honoured as 'Legal Professional of the Year 2013', and a 'Top 100 International Executive' - as published in the International Top 100 Business Magazine. I love advising you - individual lawyers, entrepreneurs, and your companies - globally on the future of legal services, products and provision, smart legal buying, personal branding, social media, social networking, marketing, business development, innovation, technology, artificial intelligence, and robotics in the law. As a legal and business commentator I am quoted periodically in The Times (London), and the newspaper reported that I was 'one of the Top Ten Best Legal Tweeters'. So, you're in safe hands. ROBERT PAY ROBERT PAY started his career in London where he first worked in advertising as an account manager for a number of multinational clients. He then moved to Deloitte Haskins & Sells as marketing manager for the banking and securities practice both for the UK and the international firm; it was here that he first got involved in key relationship management for US, UK, and Japanese banks. He was then recruited by Clifford Chance to establish its first marketing function and set up a key relationship program, the first in a major law firm. Robert then served at the London Stock Exchange as head of marketing where he partnered with investment banks to develop a successful campaign to compete with NYSE and Nasdaq for international IPO business; he also launched and served on the board of Aim, working with regional and national legal and accounting firms to promote this successful growth companies market. He then became managing director of Jaffe Europe, working with a wide range of law, accounting, and consulting firms, largely on client relationship and satisfaction programs. Moving in-house, he then led the marketing functions of BSI Management Systems, a global certification body, and international law firm Taylor Wessing LLP. Based in New York since 2008, he currently works for Alvarez & Marsal LLC, a global professional services firm best known for restructuring and performance improvement. He is also an associate of InfiniteSpada and Z/Yen Group. Robert is a graduate of Oxford University where he majored in history. He has an MBA (distinction) from Cass Business School, City University, London; he holds a UK Market Research Society Diploma (distinction); and is a certified business coach. He is fluent in French, German, and Spanish. He has designed and implemented key relationship programs for accountants, lawyers, and consultants, and in financial institutions. He is contactable at robert@robertpayconsulting.com.

• Chapter 1: Defining your strategy Chapter 2: Introduction to the strategic planning process Chapter 3: Seeing the future first - Analysing strategic trends Chapter 4: Why law firms might consider a merger as a strategic option Chapter 5: Building a culture of innovation in legal services Chapter 6: Horizon scanning to identify and capitalise on new growth Chapter 7: Finding niches and developing your strategy Chapter 8: Increase motivation to act on cross-serving Chapter 9: Does your firm need a key relationship program? Chapter 10: Competing via culture - How to give clients a true one-firm global service Chapter 11: Unlocking value through close collaboration with outside counsel Chapter 12: Getting inclusive about inclusion - A talent management strategy Chapter 13: Compensation systems - Integrating partner incentives with firm goals Chapter 14: Measuring and managing the performance of your people Chapter 15: The future roles of partners and leaders Chapter 16: Law firm leadership development - The practice group path to law firm leadership Chapter 17: When firm leaders transition Chapter 18: What Gen Y wants - How law firms can get the best from the new power generation Chapter 19: Establishing appropriate cash and lockup profiles for teams and departments Chapter 20: Practical strategies to improving cash flow - Partners and communication Chapter 21: Alternatives to the billable hour Chapter 22: Developing the right pricing model based on data Chapter 23: The challenge to optimise Chapter 24: An introduction to Lean and Six Sigma Chapter 25: Technology Chapter 26: Fusion = innovation - How to align your firm's IT and business strategies Chapter 27: Projecting success - Get more value out of your law firm's IT investments Chapter 28: Robot law Chapter 29: The future of law in the age of robot lawyers and blockchain technology Chapter 30: Pitch team and planning Chapter 31: Practical advice on building a social law firm Chapter 32: How to optimise your LinkedIn profile to get found by your ideal client Chapter 33: Managing your interview - Essential communication skills