“This year’s Chambers results are a testament to our lawyers’ commitment to providing forward-thinking, innovative solutions to help our clients succeed across industries and geographies,” said Frank Ryan, DLA Piper’s Global Co-Chair.
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Thanks to our clients who bring us their most challenging questions, complex deal structures and difficult situations, Dechert was recognized across several categories in the Financial Times’ Innovative Lawyers Awards for North America 2023. Read more about the categories in which the firm and its lawyers, including John Timperio, Jeremy Zucker, Katherine A. Helm, Hrishikesh Hari, Andrew Pontano and Alec Burnside, were honored. bit.ly/3Ruo8Mb
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Marketing and BD consultant, fractional CMO to ambitious professional services firms. Fellow of the Chartered Institute of Marketing
This latest research on rainmaking (#professionalservicesBD) identifies the behaviour set that characterises partners who are the most successful at BD. When I first heard about the research from Alexander Low I was eager to find out more - thank you Matt Dixon for sharing this on LI. Now that the findings are revealed, it's great to read that this detailed research affirm what has been one of my long-held principles: instil good BD habits early and they will have a lasting impact. Spending time on BD is one of the highlighted behaviours: with a whopping 90% of Activators reserving time for BD every week. It is also a call to action for 1) anyone wanting to build a career in professional services: make sure that you invest time in learning BD habits early. 2) law firms looking to improve revenues or attract new people: providing structure, support and incentivising around BD habits can add £ to the bottom line There are some who naturally excel at this but for others these are skills that need to be learned and practiced. From giving structure, tools and techniques as well as safe environments to practice in for trainees or newly qualified lawyers, right the way up to showing a potentially different way to approach a client relationship conundrum with a partner level, having skilled and experienced BD professionals to guide you or your colleagues can be invaluable. If you have the right team in house then you are all set. If not, then perhaps it's time to invest in some external help to improve matters? Feel free to DM me if you'd like to have an initial chat about improving your firm's BD effectiveness and lay the groundwork for future BD success. #bdforlawyers #lawfirmbd #rainmakers #law #professionalservices
Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect; Frequent contributor to Harvard Business Review; Founding Partner at DCMi
Thrilled to share our latest research on professional services partners and what the top "rainmakers" do differently in today's more competitive client buying environment. The article will appear in the Nov/Dec issue of Harvard Business Review but is available to download on the site now (link in comments below!). Like any good research project, this one was a Herculean team effort. Huge thanks to -My phenomenally talented DCM Insights partners and co-authors, Rory Channer, Ted McKenna and Karen Freeman. -Our quant leader, Kevin Acker, our UK managing director, Alexander Low, Germany managing director Sylwia Jenner, and our research partner, Lara Ponomareff, for the tremendous support and expert perspectives they brought to the project. -The team at Intapp for their ongoing and enthusiastic support of this important research--especially to CMO Scott Fitzgerald who saw the potential of a "Challenger-style" study of professional services partners more than two years ago. -The visionary leaders at Eversheds Sutherland, Baker McKenzie, Capstone Partners, McDermott Will & Emery and Finnegan, Henderson, Farabow, Garrett & Dunner, LLP...and gifted partners from PA Consulting, Osborne Clarke, Heidrick & Struggles, Eversheds Sutherland and Marathon Capital for agreeing to let us tell their stories in this article. -The incredibly talented editorial team at Harvard Business Review, especially Juan Martinez and Christina Bortz. It's not too late to sign up for the research launch event in NYC this Wednesday, the Intapp CityTour in San Francisco on 10/26 or the LinkedIn Livestream on 10/23. DM me for more info about any of those events. #professionalservices #consulting #investmentbanking #law #accounting #executivesearch #publicrelations
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Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect; Frequent contributor to Harvard Business Review; Founding Partner at DCMi
Thrilled to share our latest research on professional services partners and what the top "rainmakers" do differently in today's more competitive client buying environment. The article will appear in the Nov/Dec issue of Harvard Business Review but is available to download on the site now (link in comments below!). Like any good research project, this one was a Herculean team effort. Huge thanks to -My phenomenally talented DCM Insights partners and co-authors, Rory Channer, Ted McKenna and Karen Freeman. -Our quant leader, Kevin Acker, our UK managing director, Alexander Low, Germany managing director Sylwia Jenner, and our research partner, Lara Ponomareff, for the tremendous support and expert perspectives they brought to the project. -The team at Intapp for their ongoing and enthusiastic support of this important research--especially to CMO Scott Fitzgerald who saw the potential of a "Challenger-style" study of professional services partners more than two years ago. -The visionary leaders at Eversheds Sutherland, Baker McKenzie, Capstone Partners, McDermott Will & Emery and Finnegan, Henderson, Farabow, Garrett & Dunner, LLP...and gifted partners from PA Consulting, Osborne Clarke, Heidrick & Struggles, Eversheds Sutherland and Marathon Capital for agreeing to let us tell their stories in this article. -The incredibly talented editorial team at Harvard Business Review, especially Juan Martinez and Christina Bortz. It's not too late to sign up for the research launch event in NYC this Wednesday, the Intapp CityTour in San Francisco on 10/26 or the LinkedIn Livestream on 10/23. DM me for more info about any of those events. #professionalservices #consulting #investmentbanking #law #accounting #executivesearch #publicrelations
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Executive Chairman & Co-Founder @ Vecteris | Author of Productize and Fearless
Congratulations to the team at DCM Insights on their new research examining what the most successful seller-doers at professional services firms do differently. Professional services firms leaders, I strongly encourage you to read this research in this month's Harvard Business Review (https://lnkd.in/g-nDtsWn). My key takeaway - Of the five seller-doer profiles identified in the research the most successful one, The Activator, does three things really well: carve out and protect time for business development, build robust networks and actively "connect" others, and proactively (vs reactively) engage prospective clients to surface opportunities.
Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect; Frequent contributor to Harvard Business Review; Founding Partner at DCMi
Thrilled to share our latest research on professional services partners and what the top "rainmakers" do differently in today's more competitive client buying environment. The article will appear in the Nov/Dec issue of Harvard Business Review but is available to download on the site now (link in comments below!). Like any good research project, this one was a Herculean team effort. Huge thanks to -My phenomenally talented DCM Insights partners and co-authors, Rory Channer, Ted McKenna and Karen Freeman. -Our quant leader, Kevin Acker, our UK managing director, Alexander Low, Germany managing director Sylwia Jenner, and our research partner, Lara Ponomareff, for the tremendous support and expert perspectives they brought to the project. -The team at Intapp for their ongoing and enthusiastic support of this important research--especially to CMO Scott Fitzgerald who saw the potential of a "Challenger-style" study of professional services partners more than two years ago. -The visionary leaders at Eversheds Sutherland, Baker McKenzie, Capstone Partners, McDermott Will & Emery and Finnegan, Henderson, Farabow, Garrett & Dunner, LLP...and gifted partners from PA Consulting, Osborne Clarke, Heidrick & Struggles, Eversheds Sutherland and Marathon Capital for agreeing to let us tell their stories in this article. -The incredibly talented editorial team at Harvard Business Review, especially Juan Martinez and Christina Bortz. It's not too late to sign up for the research launch event in NYC this Wednesday, the Intapp CityTour in San Francisco on 10/26 or the LinkedIn Livestream on 10/23. DM me for more info about any of those events. #professionalservices #consulting #investmentbanking #law #accounting #executivesearch #publicrelations
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👏 Congratulations to Francesco Carloni for being ranked in Chambers Global 2024 for Competition: EU! To view our other K&L Gates lawyers ranked in their fields of practice, click below. #chambersandpartners #competitionlaw
We are proud to be ranked in Chambers Global 2024 guide which includes more than 40 of our lawyers as local and regional leaders in their fields of practice! This includes rankings across eight core practice areas in nearly 20 countries and regions, with rankings based on thousands of in-depth interviews conducted with lawyers and clients to evaluate the reputations and experience of lawyers around the world. https://ow.ly/rm4I50QBXVx
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Increasing the profitability of UK law firms | Co-author of The Legal MBA | Independent Consultant
The death of the trusted advisor? Essential reading for anyone involved in law firm BD or partner lateral hiring. Broad, rather than deep, networks; use of social media; bringing the whole firm into client relationships - all traits of the successful activator profile. Deep technical expertise; entrenched, "go-to" client relationships with a limited number of senior contracts? Maybe time for a rethink... Perhaps contrary to conventional wisdom, these trusted advisor (confidant profile) traits don't appear to be all that successful in winning work. Thought provoking article.
Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect; Frequent contributor to Harvard Business Review; Founding Partner at DCMi
Thrilled to share our latest research on professional services partners and what the top "rainmakers" do differently in today's more competitive client buying environment. The article will appear in the Nov/Dec issue of Harvard Business Review but is available to download on the site now (link in comments below!). Like any good research project, this one was a Herculean team effort. Huge thanks to -My phenomenally talented DCM Insights partners and co-authors, Rory Channer, Ted McKenna and Karen Freeman. -Our quant leader, Kevin Acker, our UK managing director, Alexander Low, Germany managing director Sylwia Jenner, and our research partner, Lara Ponomareff, for the tremendous support and expert perspectives they brought to the project. -The team at Intapp for their ongoing and enthusiastic support of this important research--especially to CMO Scott Fitzgerald who saw the potential of a "Challenger-style" study of professional services partners more than two years ago. -The visionary leaders at Eversheds Sutherland, Baker McKenzie, Capstone Partners, McDermott Will & Emery and Finnegan, Henderson, Farabow, Garrett & Dunner, LLP...and gifted partners from PA Consulting, Osborne Clarke, Heidrick & Struggles, Eversheds Sutherland and Marathon Capital for agreeing to let us tell their stories in this article. -The incredibly talented editorial team at Harvard Business Review, especially Juan Martinez and Christina Bortz. It's not too late to sign up for the research launch event in NYC this Wednesday, the Intapp CityTour in San Francisco on 10/26 or the LinkedIn Livestream on 10/23. DM me for more info about any of those events. #professionalservices #consulting #investmentbanking #law #accounting #executivesearch #publicrelations
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Business Growth Consultant, Director @ 𝗦𝗵𝗶𝗽𝗹𝗲𝘆 𝗔𝘀𝗶𝗮 𝗣𝗮𝗰𝗶𝗳𝗶𝗰. Making it easier to win more businesses. 𝑪𝑷𝑷 𝑨𝑷𝑴𝑷. 𝑺𝒉𝒊𝒑𝒍𝒆𝒚 𝑪𝒆𝒓𝒕𝒊𝒇𝒊𝒆𝒅 𝑬𝒙𝒑𝒆𝒓𝒕.
This is an absolutely essential read for all #ProfessionalServices partners out there (link in this post). The Australian climate for Professional Services is changing significantly. There are obvious and well-reported reasons, but there are other creeping trends. As always, Matt Dixon and his colleagues have produced meticulously researched insights by surveying 100 C-Suite Execs and 1,800 Partners at Professional Services firms. They discovered five BD Profiles among these Partners and defined the characteristics of the best rainmakers in professional services partnerships; The "Activator". Not to be confused with Activists! These results may surprise you. They will certainly make you question some of the enshrined BD behaviours that are accepted in these firms. https://lnkd.in/epfcs4Gp
Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect; Frequent contributor to Harvard Business Review; Founding Partner at DCMi
Thrilled to share our latest research on professional services partners and what the top "rainmakers" do differently in today's more competitive client buying environment. The article will appear in the Nov/Dec issue of Harvard Business Review but is available to download on the site now (link in comments below!). Like any good research project, this one was a Herculean team effort. Huge thanks to -My phenomenally talented DCM Insights partners and co-authors, Rory Channer, Ted McKenna and Karen Freeman. -Our quant leader, Kevin Acker, our UK managing director, Alexander Low, Germany managing director Sylwia Jenner, and our research partner, Lara Ponomareff, for the tremendous support and expert perspectives they brought to the project. -The team at Intapp for their ongoing and enthusiastic support of this important research--especially to CMO Scott Fitzgerald who saw the potential of a "Challenger-style" study of professional services partners more than two years ago. -The visionary leaders at Eversheds Sutherland, Baker McKenzie, Capstone Partners, McDermott Will & Emery and Finnegan, Henderson, Farabow, Garrett & Dunner, LLP...and gifted partners from PA Consulting, Osborne Clarke, Heidrick & Struggles, Eversheds Sutherland and Marathon Capital for agreeing to let us tell their stories in this article. -The incredibly talented editorial team at Harvard Business Review, especially Juan Martinez and Christina Bortz. It's not too late to sign up for the research launch event in NYC this Wednesday, the Intapp CityTour in San Francisco on 10/26 or the LinkedIn Livestream on 10/23. DM me for more info about any of those events. #professionalservices #consulting #investmentbanking #law #accounting #executivesearch #publicrelations
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APAC Regional Leadership at Intapp - Helping Professional Services Firms Apply Intelligence for Better Business Outcomes & Growth
Incredible brand new research out now, specific to the Professional Services industry. If you want to know the genome of a #rainmaker within your law firm, this is a must read. #harvardbusinessreview #professionalservices #lawfirm #legal #law
Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect; Frequent contributor to Harvard Business Review; Founding Partner at DCMi
Thrilled to share our latest research on professional services partners and what the top "rainmakers" do differently in today's more competitive client buying environment. The article will appear in the Nov/Dec issue of Harvard Business Review but is available to download on the site now (link in comments below!). Like any good research project, this one was a Herculean team effort. Huge thanks to -My phenomenally talented DCM Insights partners and co-authors, Rory Channer, Ted McKenna and Karen Freeman. -Our quant leader, Kevin Acker, our UK managing director, Alexander Low, Germany managing director Sylwia Jenner, and our research partner, Lara Ponomareff, for the tremendous support and expert perspectives they brought to the project. -The team at Intapp for their ongoing and enthusiastic support of this important research--especially to CMO Scott Fitzgerald who saw the potential of a "Challenger-style" study of professional services partners more than two years ago. -The visionary leaders at Eversheds Sutherland, Baker McKenzie, Capstone Partners, McDermott Will & Emery and Finnegan, Henderson, Farabow, Garrett & Dunner, LLP...and gifted partners from PA Consulting, Osborne Clarke, Heidrick & Struggles, Eversheds Sutherland and Marathon Capital for agreeing to let us tell their stories in this article. -The incredibly talented editorial team at Harvard Business Review, especially Juan Martinez and Christina Bortz. It's not too late to sign up for the research launch event in NYC this Wednesday, the Intapp CityTour in San Francisco on 10/26 or the LinkedIn Livestream on 10/23. DM me for more info about any of those events. #professionalservices #consulting #investmentbanking #law #accounting #executivesearch #publicrelations
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Here, Melanie Farquharson and Jenni Tellyn reflect on Briefing Legal Knowledge Leaders 2023, offering their valuable insights on the topics discussed, keynote speakers and dealing with those pesky practice areas that just wont play ball! Read the article here: https://lnkd.in/ey--jATZ #knowledgemanagement #conference #BriefingKL23 #briefinglegal #freshthinking
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Privacy Executive | Speaker | CPO, The Weather Company | Ex-VP, CPO Albertsons Companies; Ex-Under Armour
Check out this upcoming panel of fabulous women leaders, including my incredible boss Erica I.!
Friends, I’m excited and extremely honored to announce that I have been invited to speak at this year’s The Economist General Counsel panel in New York on the topic of Crisis communication and planning, alongside my esteemed colleagues Andrea Gildea Erica I. Charlotte Howard Economist Impact
Register today | General Counsel Summit US
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