Full Description
Pandemics bring the world to a standstill. All economies are based on confidence, yet during and after a pandemic, uncertainty and fear abound. The entire professional services sector the world over - which includes law firms, accounting firms, brokerages, consulting firms, etc. - are cash-based, people-centric, and relationship-driven businesses. The rapid changes to relationships - both professional and personal - caused by a pandemic are structural and deep. The definition of "business as usual" is altered, and all professional services providers need to adapt and change quickly to respond to the new ways that employees, clients, and everyone else will behave, communicate, buy, and use their services in the future. The speed at which information travels will not slow down.
Contents
Part I: Business development in a time of global crisis
Chapter 1: Lessons from the 2020 global economic crisis
By Julie Savarino, chief client experience and value officer at Business Development Inc.
Chapter 2: Distance development - how to develop an in-person feel to your business development efforts in a time of extended physical distancing
By Michelle Murray and Yolanda Cartusciello, PP&C Consulting
Chapter 3: Timeless principles, updated delivery
By Sally Dyson, founder, Firm Sense
Chapter 4: The ideal client - why it matters more than ever to measure
By Mary Juetten, founder and CEO, Traklight
Chapter 5: The voice of the client
By Nat Slavin, Wicker Park Group
Chapter 6: Visible networking in an invisible workplace
By Debbie Epstein Henry, founder, DEH Consulting, Speaking, Writing
Chapter 7: Using virtual tools in a virtual world
By David Freeman, CEO, David Freeman Consulting Group
Chapter 8: Virtual networking for lawyers - an indirect advantage for female professionals?
By Pam Loch, Loch Associates
Part II: Business development in the new normal
Chapter 9: The need for solid decision-making
By Nika Kabiri, Kabiri Consulting
Chapter 10: Overcoming Inertia: Creating a Successful Business Development Culture During a Crisis
By Merry Neitlich, EM Consulting
Chapter 11: Mapping the client journey in the new normal
By Yolanda Cartusciello, PP&C Consulting, and Bob Robertson
Chapter 12: Antitrust
By Natasha Innocenti, partner, Macrae Inc.
Chapter 13: Reinventing and revitalizing careers
By Ian White, Sherwood PSF Consulting
Chapter 14: Law fi rm constitutions in the post-pandemic era
By Rachel Khiara, Khiara Law
Chapter 15: Selling innovation is not easy, but necessary
By Lucy Bassli
Chapter 16: Business development at a safe social distance
By Keri Norris, chief legal offi cer, LegalShield, and Wayne Hassay, managing partner, Maguire Schneider Hassay LLP
Chapter 17: Expanding the legal ecosystem - the cross-functional team
By Catherine Alman Macdonagh
