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

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.

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.

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.

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.

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.