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The Cultural Dimensions Of Leveraging Institutional Knowledge

Published in Managing Partner magazine
December 2015 / January 2016

Many law firms position themselves as having a client-centred strategy but fail to embrace knowledge sharing about clients and relationships. Generally, it is not a paucity of systems which prevents firms from capitalising on their client knowledge. Whilst systems will drive speed and efficiency, it is attitudes that drive effectiveness and enable firms to fulfil the potential of their client base. The term ‘knowledgeability’ best describes the attitudinal and cultural shifts that are needed. Knowledgeability is a collective term for the many techniques by which a firm’s latent knowledge can be transformed into business assets. The key to realising this opportunity is to shape culture to prioritise the sharing of knowledge and relationships.

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Team Morale Is Directly Linked To The Ability To Deliver Differentiated Client Services

Published in Managing Partner magazine
November 2015

In previous articles, I have written about how the lack of any meaningful differentiation between law firms on criteria that are of value to clients leads inexorably to price-driven competition. When we can see no difference between the services on offer, we buy the cheapest available. The same psychology plays out in the employer brand arena. Firms with only the blunt instrument of the salary cheque in their differentiation armoury are ill equipped to attract, secure and retain the best talent.

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Horizon Scanning To Identify And Capitalise On New Growth Opportunities

Published in Managing Partner magazine
October 2015

Ted Levitt, the economist and business thinker who penned the game-changing Marketing Myopia in 1960, commented that “the future belongs to people who see possibilities before they become obvious”. His words capture the essence of the challenge faced by many legal professionals. In a world where the pace of change is quickening and the future appears uncertain, how can firms identify the new markets that will define their sustainability and success?

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