All articles by Sue Bramall – Page 3
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News
Mystery shopping should be used as a carrot not a stick
I was not surprised to read that the results of the Legal Services Consumer Panel’s mystery-shopping investigation into wills indicating varying quality among qualified and unqualified providers. Sadly, it seems the good-quality samples do not generate the same media coverage as those below standard – as is best practice in ...
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Making the most of law firm mergers
In the last few days we have seen announcements of two mergers: Noble is merging with Wembley and Watford http://www.lawgazette.co.uk/news/legal-aid-firm-merger-embrace-new-opportunities .
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Making the most of law firm mergers
In the last few days we have seen announcements of two mergers: Noble is merging with Wembley and Watford to create critical mass in the criminal defence market and Weightmans is to merge with Mace and Jones on 1 May.
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Marketing budgets – not such a black art!
Are you in marketing budget limbo-land? Perhaps, you submitted your 2011 marketing budget for approval last year, but do not expect to hear what and how much has been approved for at least a month, maybe longer? Or maybe you are just starting ...
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What mystery shoppers can tell us
The Legal Services Board has commissioned a mystery shopping exercise into the will-writing market to explore the experience of consumers getting wills from different channels and test the quality of wills. The study will recruit 100 consumers who are looking to obtain a will – ...
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Why is ‘sales’ only whispered in the legal profession?
Three articles in the 14 October edition of the Gazette made me wonder why the word ‘sales’ is still rarely used within the profession. Page 1: Accountants to apply for probate rightsAccountants have simply spotted an obvious sales opportunity ...
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Handling launch of legal directories
Today sees the publication of the 2010 Legal 500. Reputations and egos will be bolstered or dented and questions will be raised: ‘Why is such-and-such still ranked above us, when we all know that we are better?’
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The bar – ready to compete with solicitors?
Participating in the IBC Conference in Manchester recently, I heard Nick Green QC speak in person about his vision for the bar, and came away with a copy of his excellently clear paper The Future of The Bar.
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Online reviews – part of the reputation management landscape
Having gone to the trouble and expense of obtaining a High Court injunction¸ Scott Eason has succeeded in having allegedly defamatory allegations removed from the Solicitorsfromhell website.
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Quality and competence are not the same
Diane Hayter, chair of the Legal Services Consumer Panel, is right in saying that ‘CPD is an insufficient check of quality’ 1 April). In the eyes of the client...
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Marketing in the community – join up and join in
With all the debate about referral fees, it is important to recognise that all marketing activities have a cost. Often, rather than hard cash, this is the cost of your time invested in building your personal network.
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Solicitors must diversify and cross-sell to boost profits
In the next few weeks some friends of ours, who are farmers, will be opening a new marina and farm shop on the Trent and Mersey Canal.
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YouGov survey sheds light on professional services
With an hour to kill at the dentist on Monday, with my son in the hot seat, I took along a little light reading – the recent YouGov survey results published on behalf of the Legal Services Board.
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Cross selling: the rainmaker’s not-so-secret weapon
Continuing our investigation into the attributes of a good rainmaker, we turn to the area of ’cross-selling', having previously considered the amount of time spent and a targeted approach. A little while ago, I was attending an event with a matrimonial lawyer, and we bumped into one of her clients ...
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The DNA of a good rainmaker, and does gender count? (Part two)
In my last blog I looked at ‘amount of time spent’ – the first of several attributes of a good rainmaker as identified in The Women Attorneys and Business Development Study.
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What makes a good rainmaker, and does gender matter?
Princeton University defines a rainmaker as an ’executive who is very successful in bringing in business to his company or firm’.
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Bruce Willis can help you improve your online image. Sort of
I went to see the new Bruce Willis movie at the weekend, Surrogate, and it brought to mind two legal marketing topics. For those of you who have not seen the film...
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In marketing once is never enough, as the Co-op model shows
News that the Co-operative has launched a high-profile campaign in its stores to promote its legal services is hardly surprising – given that they have a market of 17 million weekly shoppers. What caught my attention and got me thinking was the fact that the campaign will last nine weeks.
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News
Are you getting a good reception?
Musing on Rupert White’s recent blog about the legal lunch hour, I couldn’t help wondering about the number of examples of poor reception (on the phone or in person) that I have come across among law firms. Or is it simply that no one really manages the reception experience?
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It’s not enough to be a good lawyer
Having read a number of pieces recently on diversity and the lack of women and ethnic minorities in senior leadership positions in the legal profession, I keep seeing similar comments about lack of these opportunities. The message seems to come across again and again that opportunities need to be offered ...
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