Monthly Archives: May 2014

Philippines to allow foreigners to build infrastructure projects

Business Mirror reported online yesterday that the Philippines was going to allow foreigners to build infrastructure projects worth at least $1 billion, as the country doubles its spending on roads, ports and bridges. Given the country’s committed infrastructure investment target of P404 … Continue reading

Posted in Asia Business Development | Tagged , , , , , , , , , , , , , , , | Leave a comment

You cannot become a ‘Trusted Advisor’ without a ‘Circle of Trust’

Today I spent a very enjoyable 12 minutes watching Simon Sinek’s latest TED Talk – “Why good leaders make you feel safe.” If you haven’t seen it yet, I strongly recommend that you do. You can find it here – … Continue reading

Posted in General law firm management issues | Tagged , , , , , , , , , , , , , , , | Leave a comment

Grow a profitable law practice with “zero sum business development days”

There is no doubt, in the current climate, that law firm business development and marketing activities are frustrating. This should not, however, deter you from the bigger picture – having a successful and profitable law practice. Fortunately, law firm business … Continue reading

Posted in Business Development | Tagged , , , , , , , , , , , , , , , , , , | 1 Comment

The sales funnel is dead, long live the value champions!

A rather interesting post was made to the Harvard Business Review website overnight (Australian time) highlighting why marketing personnel could no longer entirely rely on the sales funnel (“Marketing can no longer rely on the funnel“). This article sums up … Continue reading

Posted in Business Development, Client development issues, General law firm management issues | Tagged , , , , , , , , , , , , | Leave a comment

The increasing use of competitive tenders in Asia

When I first started working in Asia a little over 18 years ago, competitive tenders and tenders for panel appointments among Asian clients were rare. Sure, the big global corporates and financial institutions had panels in place which needed to be … Continue reading

Posted in Business Development, General law firm management issues | Tagged , , , , , , , , , , | Leave a comment