HAXL Insights

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December 14, 2024

Data Driven Business Development Decisions

Let me shake things up a bit! 🙃

If I received a dollar for every time I’ve encountered offers like “pay for an enhanced profile,” “pay to write and publish this article in our guides,” or “we’re pleased to inform you that you won an award, but you need to pay for it,” I would be rolling in cash.

With the overwhelming number of proposals coming your way, how do you decide what to pursue and what to decline?

December 12, 2024

Ghosting in Corporate

You attended an event, struck up some really good conversations, made new connections on LinkedIn and made promises to follow up.

In your usual delivery, you send messages after this event and get no response. Now, if you are a lawyer trying to get more into BD and you are trying it out by attending networking events and making new connections, it’s not your thing. You are only making an effort because it is important to demonstrate these attributes if you are ever going to make partner at your firm.

December 5, 2024

Dear Lawyers, Use That CRM Tech (Part 3)

You are leaving a lot of money on the table by not utilising your CRM technology, and no, I’m not referring to the amount your firm spent to acquire it!

Let me illustrate a scenario.

As you prepare for the upcoming year, you should be developing your business development (BD) strategy. If it’s a serious plan, it should include a targeted list of organisations (especially if your clientele is primarily B2B) that you wish to convert into clients or a list of current clients you want to engage across various practice areas within your firm. As you craft your engagement strategies or client relationship plans, how can you proceed without using your CRM technology?

November 28, 2024

Dear Lawyers, Use That CRM Tech (Part 2)

One client services pet peeve I have is when I see people in the same firm ask the client for the same information that the client has previously provided or don’t have all the facts about a client.

Why do you do that?

What it tells me is that there is no collaboration happening. Clients don’t know your organisational structure, and unless they outrightly ask you not to share that information with other teams or departments in the Firm or a Chinese wall had to be created as a result of a conflict of interest, it makes you look bad when you ask a client for the same information twice.

November 17, 2024

Is your law firm measuring the success of its business development (BD) strategy?

As we approach the end of the year, it’s a time for reflection and preparation—conducting year-end reviews, determining whether to develop new strategies or refine existing ones, and setting budgets for the upcoming year. These are all crucial steps for a successful start to the new year.

Notice that I began with “year-end review”?

Law firms often operate differently from other businesses, sometimes leading to shortcomings in tracking and measuring our progress. You’ve invested significant time crafting a strategy, did you execute it fully? If you did, was it effective? Did any external changes necessitate adjustments? And if your strategy was successful, to what extent did it meet your goals?

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