Our Services for Law Firms
The legal marketplace is in a state of flux. Many law firms are stuck in an operational model that worked well up until the financial crisis of 2008, however the landscape has changed dramatically. The demand for legal services at large firms is declining due to greater competition from smaller firms as well as other types of legal service providers. This places clients in a “buyers’ market” putting pressure on rates and demanding alternatives to the traditional billable hour fee arrangement. In order to compete in this “new normal”, firms need to innovate not only in terms of pricing alternatives, but also in the development of new service delivery models, high-value product development, new sales and business development structures and effective program management of large transactions and litigation.
Goals:
- Increase profitable revenue through targeted client acquisition, product development, cross-marketing tools and pricing management
- Expand brand awareness and visibility of the firm, practice groups and individual attorneys in professional local, regional and international circles
- Increase pitch/proposal effectiveness and enhance referral networks
Areas of Focus:
Firm Structure, Planning and Organization
- Strategic planning and execution
- Marketing team organization, structure, and effectiveness
- Client Team management and client feedback programs
- Innovative service delivery model development and implementation
Business Development
- RFP/proposal response performance improvement
- Client targeting and acquisition; market segmentation and messaging
- Business development training and coaching of attorneys and staff
- Tangible product development and practice niche opportunity identification
Pricing and Alternative Fee Arrangements
- Fee analysis, value based pricing and profitable alternative fee programs
- Matter (program) management of litigation and large transactions