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Free Publicity Materials

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Law Management Section Guide to Business Development


Practice management

In stock

19 February 2015

Law Society Publishing


136 pages

Law Management Section Guide to Business Development
Special Report

Editors: General Editors: Andrew Otterburn and Nigel Haddon


The Law Management Section Guide to Business Development offers practical advice on how firms can use business development tools and techniques to drive growth and profitability. Expert authors give valuable insight into how to gain new clients and develop new business from existing clients.

The A4 size book includes detailed analysis of the key areas of business development such as:

  • promotional mix
  • branding
  • client relationship management
  • competitive tendering
  • client care
  • planning and budgeting
  • sales and sales management
  • smaller practices
  • pricing and fees
  • online marketing
  • research and analysis
  • reputation management
  • social media.

This book is an essential guide that provides summaries of the key issues and techniques. It includes checklists and hints and tips, plus information and support on the business and management issues of the day to enable firms to perform even better and more profitably.


1. Foreword;
2. Introduction;
3. Promotional mix;
4. Branding;
5. Client relationship management;
6. Competitive tendering;
7. Client care;
8. Planning and budgeting;
9. Sales and sales management;
10. Smaller practices;
11. Pricing and fees;
12. Legal services reforms and related trends;
13. E-marketing;
14. Research and analysis;
15. Reputation management;
16. Client feedback;
17. Social media.

About the Editors

Andrew Otterburn is a chartered accountant and management consultant. Over the last 17 years he has advised nearly 200 firms of solicitors in the UK and Ireland. Previous publications include Profitability and Financial Management and Cash Flow and Improved Financial Management (both Law Society Publishing). He is co-author of the annual benchmarking survey of law firms in Scotland published by the Law Society of Scotland. He was an advisor to Lord Carter's review of legal aid procurement.

Nigel Haddon is a management consultant to the legal profession, a former law firm CEO, former chair of the Law Management Section of the Law Society, and a consultant with pricing and costs specialists, Burcher Jennings.