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Are you making the most of your firm's cross-selling opportunities?
On average, in a typical firm, 20% of the lawyers are
high-performing rainmakers. They know the secrets to capitalising
on business development opportunities and they often manage to
secure big clients. A further 20% are doing little in the way of
business development. The rest (around 60%) are sitting somewhere
in the middle. They're bringing in business, but more needs to be
done to find that extra revenue. How can this 60% really capitalise
on making more money? More and more law firm leaders are turning to
cross-selling. Develop a cross-serving culture to cross-sell In
many cases, cross-selling in the legal sphere is a lot easier said
than done. It should be easy to get more work in different practice
areas from your existing clients, but organisational challenges and
working cultures can often stand in the way of cross-selling
success. How can your firm overcome these challenges and make the
most of this traditionally untapped revenue stream? Creating a
Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and
Leaders is a practical guide dedicated to helping you achieve
exactly this. Packed with clear, actionable guidance on how to
attract, retain and grow a client base, it provides scores of
practical tips to help you and your firm become a true master of
cross-selling. To address the crux of the challenge at most firms -
adjusting mindsets and cultural attitudes of lawyers to encourage
cross-practice collaboration - the book outlines a proven strategy
to address the cultural change that is necessary to a successful
cross-selling initiative. The guide will also show you how to:
Initiate excellent communication between practice groups Educate
your teams to ensure they have a deep understanding of the services
offered by other lawyers at your firm Instill a culture of trust
and empathy between lawyers so a cross-serving culture can develop
more easily Implement an active client feedback programme Achieve
higher levels of client service, so you become the firm your
clients turn to for important work Implement a compensation system
that rewards team-based behaviours Encourage personal
accountability Employ proactive leaders who are committed to
driving key cross-serving behaviours Why this guide is a real-game
changer Learn from David Freeman, one of the world's leading
authorities on maximising cross-selling in law firms. He has over
30 years' experience and was recognised as the top "Law Firm
Business Development Consultant and Coach" in National Law Journal
surveys in the US. Actively increase the amount of lawyer time and
energy that is devoted to cross-selling at your firm. Uncover 13
key 'Accelerators' that will help your future business development
success. Drive greater cross-selling success with the Appendix
designed for firm leaders, offering a practical, high-level
checklist of major activities. In addition to the author's
perceptions, this book includes insights from law firm leaders who
have provided input based on a survey conducted specifically for
this project. What your peers are saying "In my opinion, David is
the world's leading authority on practical aspects of maximizing
cross-selling in law firms." Elizabeth Anne "Betiayn" Tursi, Global
Chair and Co-Founder, Women in Law Empowerment Forum "David Freeman
has a keen understanding of the art of cross-selling and the
benefits it brings. His professional background and experience
allows him to articulate the case for team centered business
development in a way that motivates and inspires even the most
reluctant professional.." Peter Kellett, Chairman and CEO, Dykema
"David Freeman has literally written the book on cross-selling.
This is NOT a 30,000 foot view but rather he gives us boots on the
ground, practical guidance from years of overcoming obstacles in
every type of law firm culture." Doug Hoover, CMO/Director of
Marketing & Business Development, Schiff Hardin LLP
Emily Dickinson's Poetic Art is both an exciting work of literary
criticism on a central figure in American literature as well as an
invitation for students and researchers to engage with cognitive
literary studies. Emily Dickinson’s poetry can be challenging and
difficult. It paradoxically gives readers a feeling of closeness
and intimacy while being puzzling and obscure. Critical
interpretations of Dickinson's poems tend to focus on what they
mean rather than on what kind of experience they create. A
cognitive approach to literary criticism, based on recent cognitive
research, helps readers experience and understand the hows and whys
of what a poem is saying and doing. These include cognitive
linguistic analysis, versification, prosody, cognitive metaphor,
schema, blending, and iconicity, all of which explain the sensory,
motor, and emotive processes that motivate Dickinson’s
conceptualizations. By experiencing Dickinson’s poetry from a
cognitive perspective, readers are able to better understand why we
feel so close to the poet and why her poetry endures. Emily
Dickinson's Poetic Art: A Cognitive Reading is an important
contribution to the study of a major American poet as well as to
the vibrant field of cognitive literary studies.
Although the research actIvItIes of dyestuff chemists worldwide
have been influenced to a great extent, in recent years, by the
need to respond to a variety of environmental issues associated
with the manufacture and application of synthetic dyes and
pigments, a significant level of targeted research continues to be
devoted to new chemistry aimed at enhancing the technical
properties of dyes in commerce. This book is a presentation of
various aspects of basic research conducted during the past decade
but not reported in the recent review literature. The coverage
herein is unique in that it emphasizes systematic approaches
commonly utilized in the design and synthesis of dyes and pigments
and the required intermediates. While it is well known that certain
transition metals are important in the synthesis of technically
viable metallized dyes for polyamide and protein fibers, these
metals are demonstrated in Chapter 1 also to be effective agents in
the regiospecific placement of substituents into azo compounds. The
scope and limitations of this chemistry are presented. In other
synthetic work, a description of the different processes employed
to produce the major families of reactive dyes is presented. In
Chapter 4, special attention is given to reactive dyes containing
more than one reactive group, and to the more recent developments
in the field. The two chapters which follow provide a review of the
recent literature pertaining to novel chromophores and dyes for the
D2T2 process, respectively.
We all know that law is a people business. Clients buy from lawyers
whom they like, respect, and trust, and they judge those lawyers
and their firms on the quality of service that the firm provides,
the results achieved, and whether they receive value for money.
This applies to corporate, institutional, and private clients
alike. For their business plans to be connected to reality,
partners and law firm leaders must learn how they are perceived by
their clients and adapt accordingly. They do this by listening to
their clients. Historically this was through informal, fireside
chats. In recent years, many firms have devised formal client
listening programs and in recent years there has been an explosion
of review sites and social media channels enabling clients to leave
their unfiltered and public feedback, whether solicited or not.
Forward-looking firms are adopting multi-channel approaches to
taking feedback to maximize the intelligence they gather and to
adapt to clients' own preferences. As ever, the most nimble and
adaptable will reap the rewards. The Client Experience: How to
Optimize Client Service and Deliver Value looks at the client
experience from end-to-end, from client listening programs to
journey mapping, from customer audits to how legal tech can help
improve the way a client interacts with a law firm throughout its
relationship. A client-centric business model is essential for
future law firm success and the authors of this far-reaching title
utilize their own experience and real-life case studies to drill
down into the importance of maintaining the one thing no business
can do without: its client.
This inspirational handbook is packed with hundreds of proven
tools, tips, and techniques for increasing revenue and forging
relationships with clients and colleagues that will last you a
lifetime. The rainmaking secrets revealed will enable you to: Find
practice niches; Apply alternative fees; Accelerate cross-selling;
Categorise your key targets; Use social media effectively; Identify
and build personal strengths; Deliver exceptional levels of client
service; Build powerful internal and external networks; Get client
meetings and maximise their effectiveness; Improve lateral success
and enhance lateral integration; and Make business development a
career-long, sustainable process. Secrets of the Masters features a
highly regarded team of over two dozen law firm marketing and
business development experts who offer their insight, experiences,
and real-world tips on attracting, retaining, and growing your
client base. Each chapter also includes an extensive range of
business development approaches and mini case studies, along with a
useful planning worksheet which prompts you to make decisions and
take action. PLUS...Within the complimentary CD-Rom you'll find all
the supporting worksheets and checklists featured throughout the
book, along with a personal business development plan template to
help you tailor your strategies. "Secrets of the Masters" is the
most comprehensive, yet practical "how to" guide I've seen for
developing business in the legal industry. Whether you're a young
lawyer starting to build a practice and reputation, or a seasoned
practitioner looking to achieve the next level of success, this
book is your roadmap. Simply stated, if you heed its principles,
you will make more money." - Jonathan Fitzgarrald, Chief Marketing
Officer of Greenberg Glusker and author of BADfortheBRAND.com
Scarlet likes sex. That's never been a problem for her. Then one
morning she wakes up to find she's gone viral. A video of her being
sexually abused by a gang of boys has appeared online and it's
picking up popularity. Everything starts to fall apart. All Scarlet
wants to do is put her head down and push through, convinced that
it will all blow over if she doesn't make a fuss. But the cracks
are appearing faster than she can paper over them. Hurtling towards
breaking point, Scarlet is left with a choice she may not be able
to come back from...
Since the economic downturn law firms that once saw growth as easy
and inevitable are finding that the only way to achieve this is now
to wrest market share from the competition. There is no one "right"
way to do this; some firms have opted for a determined policy of
buying market share and recruiting lateral talent, while others
rely on more organic growth. With contributions from a wide range
of thought leaders and industry experts, Growth Strategies for the
Modern Law Firm provides advice on a number growth options
available, and shares practical guidance designed to help firm
leaders to formulate and implement a profitable, sustainable growth
strategy. Topics covered include: Aligning strategy, culture, and
performance management with a growth agenda Utilizing a key
relationship management program to retain and grow clients and
referral sources Implementing listening programs to better serve
clients, and create a platform for differentiation and growth
Making cross-selling a cornerstone of growth strategies and firm
culture Critical success factors that enable lateral hiring to be a
key to client growth Creativity and innovations impact on growth
strategies for legal departments Systematic programs for lawyer
business development Organic growth strategies through focusing
practice specialties Holistic approaches to improving client
experience that drives client growth and much more...
Dr. Yong Choon Kim is a distinguished scholar and educator. He
wrote this book to fill the need for a concise introduction to the
philosophical and religious ideas of the East. The work is
analytical, comparative, and critical presentation in three parts:
Indian Thougt, Chinese Thought, abd the Thoughts of Korea and
Japan. It can serve for such courses as Oriental Philosophy,
Eastern Religions, World Religions, Comparative Religion, and
Comparative Thought. It may also be used in other introductory
courses in Religion, Philosophy, and Asian Culture. The book should
be very useful to the general reader interested in Oriental Thought
and culture.
Could you benefit from expert guidance on how to stay competitive
and streamlined in a legal marketplace that is increasingly
competitive? Law firms are finding it harder to adapt quickly to a
legal landscape that is constantly evolving. That's why it's
imperative for law firm leaders to recognise and respond to this
change in order to stay competitive. While the economy has
improved, key challenges from the recession remain. Clients are
more demanding, reducing cost is as important as it ever was, and
firms realise that operational efficiency is crucial to gaining
small but important margins. In this market, those small margins
can be game-changers for large and small firm alike. This new and
updated edition of The Lawyer's Guide to Strategic Practice
Management equips law firm leaders with the very latest guidance
and market knowledge on how to improve and refine current
management strategies in order to thrive and compete in today's
legal marketplace. From the latest developments in technology and
AI, how to improve your firm's coverage on LinkedIn to increasing
motivation to act on cross-selling opportunities, this guide is an
amalgamation of guidance from the most talked-about thought leaders
in the legal sphere. The second edition contains 7 new chapters
covering strategy; market and client development; people and talent
management; finance and pricing and optimisation and technology.
Key features of this updated guide 33 chapters covering six key
areas of law firm management Contains valuable material such as
diagnostic questionnaires, how-to guides, case studies and
action-planning worksheets Hear from a range of thought leaders and
experts in the law firm management sphere including: Viv Williams
(CEO of 360 Legal Group) Patrick J. McKenna (strategist and advisor
to premier law firms) Chrissie Lightfoot (CEO of EntrepreneurLawyer
Ltd) Geoff Coughlin (co-founder of Emphasis on Skills Ltd) Order
your copy of this guide to: Review revenue and profit models,
profitability strategies and law firm profit drivers Examine the
various alternatives to the traditional billing hour Measure and
manage the performance of your lawyers Find market niches and
develop individual business development strategies Learn about the
adoption of client listening programmes Use big data for billing
and cost and forecasting analysis Build the business case for legal
project management Improve client and staff communication,
connectivity and collaboration strategies Inform your management
strategy with the very latest market insights and find solutions to
your management challenge. Order your copy of this updated guide.
Although the research actIvItIes of dyestuff chemists worldwide
have been influenced to a great extent, in recent years, by the
need to respond to a variety of environmental issues associated
with the manufacture and application of synthetic dyes and
pigments, a significant level of targeted research continues to be
devoted to new chemistry aimed at enhancing the technical
properties of dyes in commerce. This book is a presentation of
various aspects of basic research conducted during the past decade
but not reported in the recent review literature. The coverage
herein is unique in that it emphasizes systematic approaches
commonly utilized in the design and synthesis of dyes and pigments
and the required intermediates. While it is well known that certain
transition metals are important in the synthesis of technically
viable metallized dyes for polyamide and protein fibers, these
metals are demonstrated in Chapter 1 also to be effective agents in
the regiospecific placement of substituents into azo compounds. The
scope and limitations of this chemistry are presented. In other
synthetic work, a description of the different processes employed
to produce the major families of reactive dyes is presented. In
Chapter 4, special attention is given to reactive dyes containing
more than one reactive group, and to the more recent developments
in the field. The two chapters which follow provide a review of the
recent literature pertaining to novel chromophores and dyes for the
D2T2 process, respectively.
At the beginning of this series of volumes on Color Chemistry, the
editors pointed to a number of events that have served as stimuli
for techno logical advances in the field, thus preventing dyestuff
manufacturing from becoming what might otherwise be viewed by now
as a 'sunset industry'. The volumes which followed have provided
ample evidence for our belief that the field of colour chemistry is
very much alive, though arguably in need of further stimulus. For
instance, a viable approach to the design of new chromophores and
to the design of metal-free acid, direct, and reactive dyes having
fastness properties comparable to their metallized counterparts
represent the kind of breakthroughs that would help ensure the
continued success of this important field. While it must be
acknowledged that serendipity 'smiled' on our discipline at its
inception and has repeated the favor from time to time since then,
few would argue against the proposition that most of the
significant advances in the technology associated with any
scientific discipline result from research designed to enhance our
understanding of the fundamental causes for experimental
observations, many of which are pursued because they are
unexpected, intriguing and intellectually stimulating. Little
reflection is required for one who knows the history of the
dyestuff industry to realize that this is certainly true in the
colour chemistry arena, as it was basic research that led to
fiber-reactive dyes, dyes for high technology, and modern synthetic
organic pigments."
Emily Dickinson's Poetic Art is both an exciting work of literary
criticism on a central figure in American literature as well as an
invitation for students and researchers to engage with cognitive
literary studies. Emily Dickinson's poetry can be challenging and
difficult. It paradoxically gives readers a feeling of closeness
and intimacy while being puzzling and obscure. Critical
interpretations of Dickinson's poems tend to focus on what they
mean rather than on what kind of experience they create. A
cognitive approach to literary criticism, based on recent cognitive
research, helps readers experience and understand the hows and whys
of what a poem is saying and doing. These include cognitive
linguistic analysis, versification, prosody, cognitive metaphor,
schema, blending, and iconicity, all of which explain the sensory,
motor, and emotive processes that motivate Dickinson's
conceptualizations. By experiencing Dickinson's poetry from a
cognitive perspective, readers are able to better understand why we
feel so close to the poet and why her poetry endures. Emily
Dickinson's Poetic Art: A Cognitive Reading is an important
contribution to the study of a major American poet as well as to
the vibrant field of cognitive literary studies.
In response to increasing concerns about the degradation of natural
resources and the sustainability of agriculture, many research
programs have been established in natural resource management
(NRM). However, although methods for evaluating the impacts of crop
improvement technologies are well developed, there is a dearth of
methods for evaluating the impacts of NRM interventions. This is
partly due to the complexity of interactions among natural
resources, spatial and temporal dimensions of impact, and the
valuation of direct and indirect environmental costs and benefits.
This book discusses the unique features and methodological
difficulties of NRM impact assessment. It examines the strengths
and weaknesses of various impact assessment approaches, including
econometric, bio-economic, and more direct methods. It also
assesses and identifies data requirements for developing impact
indicators and recommends suitable methodologies for assessing the
impacts of NRM technologies on issues such as soil and water
conservation and watershed and biodiversity management.
Cross-sectional imaging is now widely available and routinely used
as part of decision-making process in surgical patients. Advances
in techniques, the availability and combination of different
imaging modalities have made rapid and accurate diagnoses possible.
This book provides basic information on these imaging findings in
the main surgical pathologies.
The first part describes the principles of imaging and different
imaging techniques available. Giving pros and cons of each
technique, it provides useful information and guidance on the
appropriate choice of imaging. Symptom-based, rather than
organ-based, the second part provides a practical approach to
imaging patients with common surgical complaints in order to aid
understanding and encourage a problem-solving approach to selecting
different imaging modalities.
Providing a simple diagnostic framework for common surgical
situations, this useful guide will be invaluable for surgical
residents, trainees, medical students, and consultant surgeons.
This volume examines the chemistry of natural and synthetic dyes
produced for non-textile markets, where much new basic research in
color chemistry is now taking place.
The first group of chapters covers the design, synthesis,
properties and application technology pertaining to dyes for
digital printing and photography. The reader will be pleased with
the breadth and depth of information presented in each case. Of
particular interest is the discussion of strategies for the design
of dyes in these categories, with emphasis on enhancing technical
properties. In view of certain new developments, the ink-jet
chapter includes results from studies pertaining to dyes for
textiles.
The three chapters comprising Section II of this volume cover the
broad subject of dyes for food, drug and cosmetic applications and
then provide an in-depth look at dyes for biomedical applications
and molecular recognition. The chapter on dyes for molecular
recognition places emphasis on applications in the biological
sciences, including sensory materials and artificial receptors.
While the former two topics have been covered elsewhere in the
past, the present chapters are unequalled in scope.
Section III provides an in-depth review of the design of laser
dyes and dye-based functional materials. In the first of the two
chapters, the major principles of laser operation are summarized.
This is followed by a discussion of spectroscopic properties, such
as activation and deactivation of absorbed light by laser dyes.
Approaches to the development of new laser dyes are presented. The
second chapter pertains to the synthesis of dicyanopyrazine-based
multifunctional dyes. The visible and fluorescence spectra of these
dyes in solution and the solid state are correlated with their
three-dimensional molecular structures. Molecular stacking behavior
and solid state properties of these "multifunctional" dye materials
are presented.
The final group of chapters pertains to natural dyes and dyes for
natural substrates. In recent years, the impression among certain
consumers that "natural" is better/safer has generated much
interest in the use of natural dyes rather than synthetics. This
has led to a few short discussion papers in which the environmental
advantages to using natural dyes have been questioned. The initial
chapter in this group provides both a historical look at natural
dyes and a comprehensive compilation of natural dye structures and
their sources. Though natural dyes are of interest as colorants for
textiles, selected ones are used primarily in food and
cosmetics.
Chapter ten provides an update on the author's previous reviews of
structure-color-relationships among precursors employed in the
coloration of hair. Chemical constitutions characterizing hair dye
structures are presented, along with a summary of available
precursors and their environmental properties. Similarly, the
chapter on leather dyes covers constitutions and nomenclature, in
addition to providing interesting perspectives on the origin and
use of leather, the dyeing of leather, and key environmental
issues.
This volume is concluded with another look at colors in nature. In
this case, rather than revisiting colors in plant life, an
interesting chapter dealing with color in the "absence of
colorants" is presented. Chapter twelve covers basic concepts of
color science and illustrates how 3-D assemblies leading to a
plethora of colors are handled in nature. It is our hope that this
atypical "color chemistry" chapter will invoke ideas that lead to
the design of useful colorants.
The chapters presented in this volume demonstrate that color
chemistry still has much to offer individuals with inquiring minds
who are searching for a career path. This work highlights the
creativity of today's color chemists and the wide variety of
interesting non-textile areas from which a career can be
launched.
Poetry is the most complex and intricate of human language used
across all languages and cultures. Its relation to the worlds of
human experience has perplexed writers and readers for centuries,
as has the question of evaluation and judgment: what makes a poem
"work" and endure. The Poem as Icon focuses on the art of poetry to
explore its nature and function: not interpretation but experience;
not what poetry means but what it does. Using both historic and
contemporary approaches of embodied cognition from various
disciplines, Margaret Freeman argues that a poem's success lies in
its ability to become an icon of the felt "being" of reality.
Freeman explains how the features of semblance, metaphor, schema,
and affect work to make a poem an icon, with detailed examples from
various poets. By analyzing the ways poetry provides insights into
the workings of human cognition, Freeman claims that taste, beauty,
and pleasure in the arts are simply products of the aesthetic
faculty, and not the aesthetic faculty itself. The aesthetic
faculty, she argues, should be understood as the science of human
perception, and therefore constitutive of the cognitive processes
of attention, imagination, memory, discrimination, expertise, and
judgment.
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