Growth Strategies for Legal Services 2017

Register your place to understand how you can grow your legal services business in a contracting market

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08:30 Registration and refreshments

09:00 Introduction from the co-Chairs

Chris Bull, Chairman, Executive Director, Kingsmead Square, Ambassador for Professional Practices, KPMG

Charles McLachlan
, Chair,  Academy of Chief Executives


09:10 Star lawyer strategies: New and unique research into what makes a star lawyer, why clients will keep coming back to them and how firms can hold on to them

Star lawyers are clients' go-to advisors on legal matters. Their knowledge and quality of work are unparalleled. Global legal industry research firm Acritas will unveil the findings of the new Acritas Stars Database and Report; the result of an 18-month-long survey of nearly 4,000 general counsel and other senior leaders at legal departments around the world. 

The research reveals four defining attributes that outstanding lawyers possess, regardless of their status, and examines how firms can identify, nurture, cultivate, reward and retain these outstanding individuals.

Lisa Hart-Shepherd, CEO, Acritas

09:50 Strategies for profitable growth: Ensuring clear line of sight

  • Understand where you are: strategic context and economic imperative
  • Developing a clear line of sight to drive profitable growth
  • Aligning your firm's positioning, strategy and value proposition

Andrew Hedley, Founder and Director, Hedley Consulting

10:30 Morning networking break

11:00 Client relationship strategies: How AI, analytics and big data will transform client relationships

  • The impact of new technologies and artificial intelligence on the economy and society
  • Insights on growth opportunities that arise from new technologies
  • How artificial intelligence can help firms identify and convert business development opportunities
  •  Exclusive: the best uses of AI and cognitive computing in legal business development

Steve Wells, Head of Operations and Author Liaison, Fast Future Publishing

Joanna Goodman, Writer, Editor, Journalist and Author of Robots in Law, The Law Society Gazette and Guardian News & Media


12:00 Client relationship strategies: Next generation legal CRM – will it finally deliver the promised ROI?

  • How big data and predictive analytics are being built into CRM tools
  • Leveraging automation to streamline and improve your CRM effectiveness
  • What next generation legal CRM will look like – exclusive insights from legal CRM providers
  • Will the next generation of CRM deliver ROI and competitive advantage?


Simon McNidder, ConsultantDatabase FirstAid                                                                                         


Joanna GoodmanWriter, EditorJournalist and Author of Robots in LawThe Law Society Gazette and Guardian News & Media


12:45 Networking lunch



Select from Stream A or Stream B


13:45 Best practices, pitfalls and challenges in funding and executing international growth

  • Building a compelling business case for international expansion
  • Organic growth versus merger and acquisition
  • Funding international expansion
  • Growing your client base in a new market

Alexandra Rice, Director Professional and Financial Services, Santander UK Plc

14:10 The international growth road map: learning from leading accounting firms - a model for driving and measuring consistent business development across international offices

  • Aligning and monitoring growth plans across multi-office firms
  • Establishing consistent, practical international reporting mechanisms
  • Supporting an international network with limited resources
  • Hearts and minds - winning the confidence and trust of your overseas offices

Nigel Moore, Wheeler Moore Consulting, formerly Grant Thornton & Osborne Clarke

14:35 Dealing with legal procurement in big corporates

  • The legal procurement role in large corporations
  • How Procurement, the GC and Finance work together
  • What is Procurement looking for?
  • Why it is possible to build a positive relationship with Procurement at your client

Steph Hogg, Consultant, Validatum



13:45 Getting your lawyers to love business development and marketing

  • Business development: 3 key things you need to bring doubting lawyers on board
  • How to position yourself and your team to demonstrate the value you can offer
  • Using a powerful framework to engage the firm in marketing and BD (billed by 'Start Your Business Magazine' as 'a must for small businesses')
  • Encouraging collaboration by mapping BD and marketing contributions against the clients' buying process

Rachael Wheatley, Strategic Marketing Consultant, Bluegreen Learning & Watertight Marketing

14:10 Sustaining the competitive consumer legal market

  • Examining law firm sustainability (of staff, clients, marketing)
  • The importance of brand purpose and clarity
  • The impact of new generations in the workplace
  • 'They may forget what you said, but never how you made them feel'
  • Act professional, talk friendly

David Gilroy, Director, Conscious Solutions

14:25 Distinction or extinction? How leadership can help you win the battle for business

  • The landscape for legal services has changed, the fundamentals of winning business have not
  • Why leadership is the critical factor in making it happen – and what 'it' is
  • The importance of articulating your 'why'
  • How to be more valuable by moving from lawyer to leader

Simon Tupman, Consultant and Author, 'Why Lawyers Should Eat Bananas', Lawyers with a Life

14:45 Panel Q&A: Competing in the B2C and SME market

Rachael WheatleyStrategic Marketing ConsultantBluegreen Learning & Watertight Marketing

David GilroyDirectorConscious Solutions

Simon TupmanConsultant and Author, 'Why Lawyers Should Eat Bananas'Lawyers with a Life

15:00 Afternoon networking break

15:30 Sector strategies: The essential building blocks and common obstacles to embedding an effective sector strategy

  • Identifying and focusing on your sector strengths
  • How to enter a new sector
  • Being an authentic sector insider
  • Sector planning, targeting and execution
  • Where it can all go wrong – and how to avoid the pitfalls

Bernard Savage, Director, Size 10½ Boots

16:10 Strategies for pitches and proposals: Driving improved BD performance

How are the key components of the new business process transforming – and is your firm keeping up?

  • Strategies for presenting and managing value and alternative pricing (Steph Hogg, Consultant, Validatum & Chris Bull, Chairman, Executive Director, Kingsmead Square, Ambassador for Professional Practices, KPMG)
  • Strategies for improving team collaboration (Dr Bob Murray, Psychology and Behavioural Expert, Fortinberry Murray)
  • Strategies for efficient Request for Proposal (RFP) and credentials production

17:00 Co-Chairs' closing comments

17:15 Networking

17:30 Close of conference


Full Description

Growth Strategies for Legal Services 2017

Grow your firm in a contracting market

How do law firms maintain growth and increase profitability during a time of unprecedented change? How can your firm grow in a contracting market?

Register your place at this conference uniting managing partners, practice heads, CEOs and senior business development and marketing professionals to find out how.

Register your place today to:

  • Grow your firm's top line in the face of intense competition and price pressure by expanding your portfolio of strategies

  • Improve your firm's day-to-day business development strategy by hearing thought leader insight on value pricing, effective pitch team organisation and Request for Proposal (RFP) production strategies

  • Improve your pitch and proposal processes and learn how clients' procurement teams evaluate and process pitches and renewals

  • Discover tried and tested growth strategies that will benefit your firm by attending highly relevant breakout streams tailored to larger, international and mid-sized regional firms

  • Hone your current client relationship strategy by learning from a variety of short case study insights on ways to improve ROI through AI and next generation CRM

  • Grow your client base by understanding how the best lawyers win and retain clients


Confirmed speakers

  • (Chair) Chris Bull, Executive Director, Kingsmead Square
  • (Chair) Charles McLachlan, Chairman, The Academy for Chief Executives
  • Bernard Savage, Director, Tenandahalf
  • Joanna Goodman, author of Robots in Law: How Artificial Intelligence is Transforming Legal Services, Journalist, The Law Society Gazette and Guardian News & Media
  • Andrew Hedley, Director, Hedley Consulting
  • Steve Wells, Head of Operations & Author Liaison, Fast Future Publishing
  • Steph Hogg, Legal Services Professional Procurement, Validatum
  • Bob Murray PhD, Principal, Fortinberry Murray
  • Alexandra Rice, Regional Director, Professional and Financial Services, Santander UK Plc


Pay £70 less for your conference place with an early bird saver rate

  • Book before Thursday 18 May 2017 and save £70. Pay £280 for your place at this one-day event

You'll pay £350 for your place when you register after 18 May 2017.