In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Alistair Marshall, Director at Professional Services Business Development.

We discuss:

• Whether you’re an experienced practitioner or a lawyer starting out, how do you define your target market? 
• As a starting point, Alistair recommends an audit on revenue and profit, work type, clients, sectors, geography, client issues. Passion and enjoyment should also be a factor as well as a drive to immerse yourself into your clients world, understand their business, industry, regulatory requirements, etc.
• The 3 pillars to promote yourself as an expert in your area:
• Speaking - including good speaker etiquette and a robust CTA/follow up plan
• Writing
• Networking (online and offline)
• Don’t be shy about putting your questions on the table with a client/prospect, literally. Alistair discusses the importance of being prepared when heading into a warm meeting:
• Do your homework and have questions prepared to guide/prompt the conversation.
• What’s the objective of the meeting?
• What’s your expectation? 
• What’s your value-add? What are you offering that is unique, for example, research, insight, information, etc?
• Don’t give a history lesson about you/the firm.
• Let the client do most of the talking - this is a discovery meeting.
• How to build a BD routine into your week:
• 2 hours minimum
• Block out time on a Tuesday, Wednesday or Thursday
• Focus on and create strategy around:
• 5 existing clients
• 5 prospect clients that fit your ‘perfect’ client model
• 5 referrers
• Alistair’s top 3 poor uses of marketing & BD budget that have very poor ROI and engagement, especially for attracting new/prospective clients:
• Brand advertising
• Sponsorship
• Hospitality events (private rooms at football, cricket, etc)
  
  

Connect with Alistair

On LinkedIn

https://au.linkedin.com/in/alistairmarshall1967

Professional Service Business Development website

https://www.professionalservicesbd.com.au/

Email Alistair

[email protected]

Resources

To receive Alistair’ ebook, "10 immediate actions to generate revenue & cash," head to the footer on his website and sign up.

https://www.professionalservicesbd.com.au/

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In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Amy Burton-Bradley, Consulting Director at Julian Midwinter.

We discuss:

• Should you always say ‘yes’ to a RFP/RFT? Amy outlines the key factors that need to be considered before engaging resources to develop a reply:
1. Is there an existing relationship? 
2. Does it aligns to firm’s strategy and core business?

• How to use the first 48 hours of receiving an RFP/RFT to determine whether the firm prepares a response:
• Set up a 30min meeting with key internal stakeholders.
• Circulate the request and ensure parties read it prior to the meeting.
• Complete a Bid/No Bid checklist.
• In the meeting, share information/intel about the client: relationships, incumbents and assign responsibilities for preparing the response.
• Capture replies and reasoning as to why/why not to proceed.
• How to decline a RFP/RFT.
• Elements of a reply:
• How to standout in the Executive Summary
• What ‘value adds’ are actually valuable to a client and how to up the ante, and 
• Can alternative/creative pricing really set you apart from the next firm? 
• How much impact does the procurement team play in assessing and assigning panel firms? And why you should always - win or lose - ask for a debrief and conduct an internal meeting.
• You’ve won - wohoo! Understanding appropriate ways to get to know the client better and get a fair (greater) share of the work.

Connect with Amy:  

On LinkedIn

https://www.linkedin.com/in/amyburtonbradley/

Julian Midwinter website

https://www.julianmidwinter.com.au/profile/amy-burton-bradley/

Email Amy

mailto:[email protected]

Resources mentioned:

20 question bid or no bid assessment checklist https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf

Tender and bid debriefing guide for internal teams

https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf

Blogs mentioned:

Why firms keep bidding on losers and what you can do about it

https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/

How to run a kick-off meeting for your tender, bid or proposal

https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/

Same-same, but different – Best practice for recycling boilerplate tender, bid & proposal content

https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/

Leveraging a tender or bid win to get more than your fair share

https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/

Tender debriefing with the client

https://www.julianmidwinter.com.au/2013/01/tender-debriefing/

Episode Transcript:

https://www.professionallychallenged.com/

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In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Jodie Baker, Founder and CEO of Xakia Technologies.

We discuss:

• How legal technology is enabling better process flow and greater efficiencies, especially for in-house counsel to manage workflow.
• How Xakia came to be and the key elements that enabled it’s growth and more broadly the adoption of legal tech:
1. Cloud computing has allowed smaller teams to access more sophisticated software at a fraction of the price; and 
2. A “do more with less” mentality, especially post-GFC where companies retained a lot of work in-house. Companies today are continually striving for technology to enable efficiencies.
• Lessons learnt when taking a tech startup global, and the impact of privacy, culture and regulatory constraints. As well as, outsourcing elements of the business that are not core to your service.
• The growth and global perception of legal tech in Australia and how ALTA (Australian Legal Technology Association) was born out of a desire to build a ‘brand’ and recognition of dedicated legal technology companies in Australia. 
• The future of ALTA and how legal tech companies can grow their network and business.

Connect with Jodie:

On LinkedIn

https://www.linkedin.com/in/jodiebakerxakia/

Xakia Technologies website

https://www.xakiatech.com/

Email

[email protected]

Episode Transcript:

https://www.professionallychallenged.com/episodes/the-australian-legal-tech-market/

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In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Ping Chew, Founder of Ping Publicity.

We discuss:

• Why it’s important to apply Ping’s “so what?” “who cares?” test to remain objective when writing a media release.
• The benefits of researching the topic/subject matter and journalist to find a better hook.
• The difference between a pitch and a media release.
• The key elements to determine ‘newsworthiness’. Also read Ping’s blog, “What does newsworthy mean?”
• How to structure a media release:
• Heading: should be no more than 8 words and say exactly what it is about, as simply as possible.
• 1st and 2nd paragraph: to contain all (and/or relevant) newsworthy elements.
• Quote: from the main contact / source.
• 3rd and following paragraph: introduce the person and/or provide any further supporting information.
• How to structure your email to a journalist:
• Pitch the story in 8-9 words. 
• Copy and paste media release into the body of the email.
• Include a 1 link that contains all additional/supporting material: photographs, research, reports. 
• Follow up with the journalist 3-5 days after pitching your story.
• Should you offer exclusivity on your story?

Connect with Ping:  

On LinkedIn

https://www.linkedin.com/in/pingchew/

Ping Publicity website

https://pingpublicity.com.au/

Email

[email protected]

Episode transcript

https://www.professionallychallenged.com/episodes/how-to-cut-through-and-have-your-media-release-picked-up-by-a-journalist/

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In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Katherine Thomas, CEO of Free Range Lawyers.

We discuss:

• What is contract lawyering and how Free Range Lawyers is matching the supply (lawyer) and demand (law firm) markets. 
• External factors that have given rise to contract lawyering:
• Technological changes/advancements
• Changing attitudes to work/life
• Increase buyer choice and the need to find more efficient/creative ways to work
• Firms reducing their resource cost base by employing contract lawyers to match demand/peak periods
• Environment, health and well-being 
• Key psychographic factors and the screening process to ensure a contract lawyer is fit for remote working.
• How to operate as a team when you have remote/contract lawyers and the most effective ways to onboard/induct a contract lawyer.
• The responsibilities of being an independent contractor.
• How Free Range Lawyers creates a sense of belonging with a ‘remote’ community.

Connect with Katherine:  

On LinkedIn

https://www.linkedin.com/in/katherinethomas75/

Free Range Lawyer website

https://www.freerangelawyers.com/

Email

[email protected]

Episode transcript

https://www.professionallychallenged.com/episodes/the-rise-of-contract-lawyering/

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In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Steve Tyndall, Director and Founder of Client Sense & NextLegal.

We discuss:

• How, for three fundamental reasons, CRMs are not designed for lawyers:
• Human nature: lawyers are not salespeople driven by KPIs and sales funnels
• Time spent entering data
• Ownership of client relationships
• Can a CRM be built/implemented around the firm’s practice management system? Are there pitfalls and missed communication and business development data if you do?
• The emergence of legal tech providers and how the collaboration between legal tech providers and law firms benefit by identifying and co-developing systems or bespoke solutions to achieve or solve problems. And can one system satisfy the needs for the whole firm?
• How relationships with the software provider, and in turn acceptance and longevity of a system, hinges on the relationship with the provider; how do you extract value from the legal tech provider?

Connect with Steve:  

• On LinkedIn - https://www.linkedin.com/in/steventyndall/ 
• Client Sense website - https://clientsense.com/ 
• Email: [email protected]

See omnystudio.com/listener for privacy information.

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Sue-Ella Prodonovich, Principal of Prodonovich Advisory.

We discuss:

• How legal marketing and business development teams can best approach their partners about conducting client listening in their firm.
• Sue-Ella’s three key considerations when conducting client feedback: timing, choices and format. 
• How law firms should communicate to clients about the feedback program and who is the best person in the firm to ask the client for feedback.
• How, through a client interview, marketers can test the effectiveness of the value-adds your firm provides and get ideas from other industries.
• The circumstances where it may be appropriate to request mid-matter feedback.
• How to communicate feedback (positive and negative) internally - and to consider the context in which feedback is given when sharing it far and wide.
• When should firms use an external service provider or internal resource (or both!) for conducting feedback.
• And finally, for firms that don’t have a client listening program - the best way to get started!

Connect with Sue-Ella:  

• On LinkedIn - https://www.linkedin.com/in/sueellaprodonovich/
• Prodonovich Advisory Website - https://www.prodonovich.com
• Book: How To Build A Better Practice by Sue-Ella Prodonovich - https://www.prodonovich.com/products/how-to-build-a-better-practice

See omnystudio.com/listener for privacy information.

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Adriana Giometti,  Chief Marketing & Corporate Relations Officer at Holman Webb.

We discuss:

• Business Development professionals can add value to client relationships by providing a more holistic perspective to a business’ challenges and opportunities.
• Coaching younger lawyers in networking, building relationships and building an entrepreneurial spirit.
• How to get the most out of building partnerships with member organisations.
• Negotiating bespoke sponsorship agreements that help both your law firm and a membership group. 

Resources mentioned:

Entrepreneurs’ Organization - https://www.eonetwork.org/sydney

Association of Corporate Counsel Australia - https://acla.acc.com/

Connect with Adriana:  

On LinkedIn:

https://www.linkedin.com/in/adrianagiometti/

See omnystudio.com/listener for privacy information.

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital chat with Pier D’Angelo, Chief Strategy Officer of Allens.

We discuss:

• The advantages of law firms creating a specific role that focuses on strategy and its execution.
• The Big 4 accounting firms entering the legal market, what does it mean for law firms?
• Is NewLaw going to disrupt incumbent law firms as much as the media write about?
• The fastest-growing legal segment into the industry – in-house counsel.  How can law firms and corporate counsel work together in the future to create the most mutual value?
• The downward fee pressure that’s facing commercial law firms, and it’s importance from a procurement perspective.
• Law firms are still law firms… and they’re still providing great value to their clients.  So what’s next and where is the market moving? Can we actually expect a revolution or will it be incremental changes?

Resources mentioned:

• Corporate Legal Operations Consortium (CLOC) - https://cloc.org/
• Dual Transformation by Scott D. Anthony, Clark Gilbert, and Mark W. Johnson - https://www.amazon.com/Dual-Transformation-Reposition-Business-Creating/dp/1633692485
• Playing to Win: How Strategy Really Works by A.G. Lafley and Roger L. Martin - https://www.amazon.com/Playing-Win-Strategy-Really-Works/dp/142218739X

Connect with Pier:  

• On Allens’ website - https://www.allens.com.au/about/leadership/
• On LinkedIn - https://www.linkedin.com/in/pier-d-angelo-cpp-alpp-5395a110/

Episode transcript:

https://www.professionallychallenged.com/episodes/ep-002-pier-dangelo-allens-linklaters/

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In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Carolyn Aldous, Managing Director and Co-head of Peerpoint.

We discuss:

• How Peerpoint came to be and how Allen & Overy encourages innovation 
• Looking outside the industry to develop platform business models and managing supply with demand
• New business models can help to enhance an offering, as opposed to replacing it
• Leveraging a global brand and it’s resources to attract clients and talent
• The technology revolution taking place in in-house legal teams

Resources mentioned:

Alternative Legal Service Providers 2019 - Fast Growth, Expanding Use and Increasing Opportunity - Thomson Reuters

https://legal.thomsonreuters.com/content/dam/ewp-m/documents/legal/en/pdf/reports/alsp-report-final.pdf

Westpac gets lawyers to test if it can trust AI bots - Australian Financial Review
https://www.afr.com/technology/technology-companies/westpac-gets-lawyers-to-test-if-it-can-trust-ai-bots-20190520-p51p5k

Connect with Carolyn:  

On Allen & Overy’s website: 

http://www.allenovery.com/people/en-gb/Pages/Carolyn-Aldous.aspx

On LinkedIn:

https://au.linkedin.com/in/carolyn-aldous-1013b922

Episode Transcript:

https://www.professionallychallenged.com/episodes/ep-001-carolyn-aldous-peerpoint/

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