by Bruce | November 21, 2004 | Articles, Cultural Considerations, Finance, Marketing, Technology strategy
Is CRM [Customer Relationship Management software] a bridge too far for a firm? This question is probably a tar pit from which one cannot emerge unsullied with a single, unitary correct answer, but as both the power of CRM applications and the competitiveness of...
by Bruce | October 22, 2004 | Articles, Finance, Globalization, Leadership, Marketing, Technology strategy
If "three anecdotes constitute a trend," as the possibly apocryphal credo of journalists has it, then I am here to announce a trend: Corporations are beginning to apply professional purchase-manager techniques and metrics to selecting and overseeing...
by Bruce | October 16, 2004 | Articles, Finance, Marketing, Strategy
"Marketing" a law firm, to many partners (and some burned marketing directors, I can only imagine), remains in too many circles a dirty word. Why is this, and what, if anything, can be done about it? As someone married to a senior marketing and...
by Bruce | October 11, 2004 | Articles, Cultural Considerations, Knowledge Management, Marketing, Strategy, Technology strategy
Client relationship management (CRM) systems have achieved ubiquity in F1000 firms, but their usefulness, and even their feasibility, in law firms has been, shall we say, less certain. [Jargon time-out: "CRM" systems are designed to capture, in...
by Bruce | August 21, 2004 | Articles, Leadership, Marketing
When the latest edition of Corporate Counsel magazine landed in my mailbox last week, I had the perverse impulse to tear out and focus on the major law firm ads to see if there were any common threads. Unfortunately, there were. One was the pervasiveness of two...
by Bruce | August 11, 2004 | Articles, Finance, Marketing, Strategy
Tax advice as a secret weapon in beauty contests is a neglected strategy, according to this UK tax solicitor. Of interest is her take that your tax department should be more than a transaction support function—an unexciting backwater full of competent...