Publications

The following are some of my recent publications. Please click the links to read more:-

How not to win business: a guide for professionals

A slightly tongue-in-cheek new series in The Journal of The Law Society of Scotland:-

1. Talk, don’t listen

2. Be afraid to fail

3. Don’t deliver the whole firm

4. Put skill above service

5. Get stuck with labels

6. Don’t ask why. Often the hardest bit is popping the question.

7. Cling to the hourly rate

8. Focus on the law

9. Freeze at the thought of cold calling

10. Pursue the new, neglect the old

11. Lead from the rear

12. Fail to plan

13. Use erudite vernacular!”

Opinion Column: The Journal

Your price – what’s on the menu? (17 August 2015): “Firms with the confidence and discipline to offer clients real choice in how they pay will reap rich rewards” Read more…

Litigators in a fix? (13 July 2015): “Profitable, fixed-fee litigation? It’s not out of court” Read more…

“My time is valuable!” Oh really? (15 June 2015): “Clients don’t place value on time spent, so why do solicitors charge that way?” Read more…

A man for all reasons (18 May 2015): “A model of dignity and respect could be seen in one of the speakers at the Commonwealth Law Conference” Read more…

Bottom line, the accountants are coming (16 April 2015): “The Big Four’s growing presence in legal services adds up to a major threat to law firms” Read more…

ABS: time to accept the evidence (16 March 2015): “There can only be one answer to the question whether to endorse non-lawyer ownership of law firms” Read more…

Sweet smell of added value (16 February 2015): “Struggling to give true added value? In my latest Opinion article in The Journal of The Law Society of Scotland, I look at the essentials, where good advice can be found” Read more…

Head & shoulders above: It’s visible experts who see off the competition (19 January 2015): “In this piece, I focus on how we establish authority. How do professionals become…visible experts?” Read more…

A strategy with legs? (15 December 2014): “A stocking filler for law firm leaders on the theme of defining your market”. Read more…

The right kind of risk (17 November 2014): “In search of the right strategy? Embrace your inner risk taker.”. Read more…

When life begins at 60  (27 October 2014): “Leonard Cohen and Tesco have much to teach us about later life and Lawyers.”.  Read more…

Across borders: The Journal of The Law Society of Scotland (18 August 2014): “It is neither a failure nor a betrayal for a Scottish law firm to choose to merge with a larger practice from elsewhere.”. Read more…

Law firm pricing: Where bullocks fear to roam, The Journal of The Law Society of Scotland (14 July 2014): “pricing issues inevitably raise more fundamental questions of how a business is structured”. Read more…

Law: an insight job, The Journal of The Law Society of Scotland (16 June 2014): “it’s fine to be a specialist, but don’t ignore the world beyond”. Read more…

Healthy discord: successful firms ascend through dissent, The Journal of The Law Society of Scotland (19 May 2014): “[t]here is good evidence that collegiality is overrated in business, and that on the contrary, encouraging dissent is far more valuable.”. Read more…

Gongs, Dinners and Just Deserts, The Journal of The Law Society of Scotland (14 April 2014): “With stress such a major factor for practising lawyers, all firms should have a published policy encouraging people to ask for support”. Read more…

The Law – It’s Just Mental, The Journal of The Law Society of Scotland (17 March 2014): “Contrary to last month’s Opinion article, legal awards have value, and winning one can bring real benefits to a firm”. Read more…

Opinion column in The Journal of The Law S*9m ociety of Scotland (14 October 2013): “There is a future for the high street solicitors’ firm, but it will look very different from the present, and will require an entrepreneurial spirit combined with the best of new practice”. Read more…

LexisNexis Future of Law

Looking for a lesson in strategy? Hop it to leg school (11 December, 2014)

What can lawyers learn from military strategy? (27 November, 2014)