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Law Management Section Guide to Business Development

General Editors: Andrew Otterburn and Nigel Haddon
Availability: Published

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


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

About the Author

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. 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.




Practice management


February 2015


Law Society




136 Pages