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Vol 21 No 9 Sept/Oct 2016

Book of the Month

Cover of Goode on Commercial Law

Goode on Commercial Law

Edited by: Ewan McKendrick
Price: £170.00

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Business Development: A Practical Handbook for Lawyers

Edited by: Stephen Revell

ISBN13: 9781911078005
Published: February 2016
Publisher: Globe Law and Business
Country of Publication: UK
Format: Hardback
Price: £130.00

In stock.

In today’s market it takes more than legal acumen and experience for a law firm to be successful. Managing and developing a legal practice has never been more challenging or competitive. Business development is vital to both retaining existing clients and developing new ones, and central to law firm management and strategy.

This practical guide, edited by Stephen Revell, takes readers through the tools and skills needed to implement effective business development, including the importance of good communications and public relations. It addresses the prominence of the client perspective and looks at the regulation and ethics behind business development and what the future of business development looks like. It also answers the questions – can you teach business development and can lawyers sell?

The chapters cover the practical elements – such as the nuts and bolts of experience lists and what the perfect pitch looks like – as well as the strategic elements – including the variety of structures and approaches to business development at all sizes of law firms.

Business Development: A Practical Handbook for Lawyers is a one-stop shop on business development for lawyers in private practice, but it will also be of interest to in-house lawyers and academics.

Legal Practice Management

Part I. Overview of business development in a law firm
Developments in law firm marketing
Business development – the nuts and bolts
The variety of structures and approaches to business development in a law firm
The case of Wardynski & Partners in Poland
The case of TozziniFreire in Brazil
The case of ZICO Holdings Inc in Malaysia

Part II. ‘The eye of the beholder’ – the client perspective
Interviews with general counsel

Part III. Lawyer vs professional
The lawyer’s role in business development – can lawyers sell?
How do you teach lawyers to do business development?
Making the sale, clinching the deal – the case for a business development team
A day in the life of a head of business development
Marketing through good HR
What to do when your clients involve legal procurement
The marketing and advertising of legal services

Part IV. Communications and PR
Communications and public relations in law firms – connection and contradiction
Social media and business development in law firms

Part V. The future of business development and legal practice
Business development in law firms of the future: focus and infrastructure

Part VI. How to do it guide
The 10 fundamental elements of business development

About the authors