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    • Articles

      Articles from the Relationship Capital blog
      and other platforms

       

      If you enjoy our articles, please consider donating to our team participating in the 100km 2020 Oxfam Trailwalker. Learn more here.

       

    • Avoiding the Bermuda Triangle of law firm management (AFR op-ed) - why some firms suffer from growing pains

       

      Partners or owners: the law firm divide (AFR op-ed) - the pros and cons of having non-equity partners in your partnership

       

      Why Harvard is wrong on law firm management (AFR op-ed) - why adviser-owner-leader is a better description of the partner role

       

      Law firms face danger in straying too far from the core (AFR op-ed) - lessons for firms seeking to develop side businesses

       

      Will law firms be more productive but less human? (AFR op-ed) - three more predictions about a post-Covid19 world

       

      2020 State of the Legal Market Report - where the market is and where is it heading based on Thompson Reuters Peer Monitor data

       

      Is HWL Ebsworth Limited a BUY? (AFR op-ed) - How will stockbrokers react to HWL Ebsworth Limited's prospectus?

       

      What does your firm's balance sheet tell you - Make your firm more valuable by focusing on five key intangible assets

       

      How your law firm can limit the virus hit to your bottom-line (AFR op-ed) - Qantas-style pricing and a 'sharing' culture can help counter sharp falls in revenue

       

      Will new partners need to keep grinding away (AFR op-ed) - the long-term impact of Covid-19 on the role of partner

       

      Does your law firm really need a barista (AFR op-ed) - four things law firms need to think about in creating the future

       

      Love the tech you're with, at least for now (AFR op-ed) - three key questions firms need to ask if they are to make more from their existing technology

       

      A post-corona legal world: more kindness, less paper (AFR op-ed) - while there is a lot to fret about, there will also be some important positives

       

      Five ways to improve your firm's balance sheet (AFR op-ed) - intangible assets underpin long-term value creation

       

      Is bigger better (AFR op-ed) - are smaller or larger firms more successful?

       

      The potential profit impact of the Fair Work changes (AFR op-ed) - what would your firm do if awards governed your rewards?

       

      Legal products - New trick for old dogs (AFR- op-ed) - five key success factors for law firms to add technology products to their offering

       

      Why culture really really matters (AFR op-ed) - seven areas where a strong culture adds to firm profit and sustainability

       

      The potential profit impact of new technology (AFR op-ed) - how firms can capture value when technology is a key element of the service offer

       

      Partnerships are productivity machines (AFR op-ed) - why firms should embrace the producer-manager-leader model and not fight it

       

      State of the Legal Market Report - the 2019 Thompson Reuters Peer Monitor report covering the top-end of the Australian legal market

       

      Lean in and be counted - podcast interview with Graham Seldon of Seldon Rosser

       

      Firms paying price for poor HR record (AFR op-ed) - the relationships in and around HR need to improve in many firms

       

      Five lessons from successful lawyers (AFR op-ed) - what a 10-year comparison of the AFR partnership survey tells us

       

      Making Rain - video interview with Dr George Beaton

       

      The profoundly human law firm (with Ray D'Cruz) - the successful law firm in 2030. Click here to listen to our podcast on this topic.

       

      Advancing the retreat (Law Management Hub guest post) - six tips to make partners' retreats more effective

       

      Stop trying to differentiate your firm (AFR op-ed) - why trying too hard to be different is a waste of time and money

       

      Retreat or Defeat (AFR-op-ed) - the strategic choices facing premium Australian law firms

       

      Good times roll but law graduates miss out on a Harvey Specter life (AFR op-ed) - analysis of December 2019 Partnership Survey

       

      Strategies for whatever future holds (AFR op-ed) - the current legal boom a one-off or the start of glory days?

       

      State of the Legal Market - 2018 Peer Monitor Melbourne Law School report, co-authored with Eric Chin

       

      The evolution of the rocket model (AFR op-ed) - the strategic impact of adopting new process technology

       

      What's your Collaboration Agenda - a collaboration planning agenda for you to use and adapt

       

      Beyond mediocrity and myopia (Law Managed Hub guest post) - how to stress test your client strategy

       

      Measurement matters more than money - why the dollar is no substitute for effective leadership

       

      EY's acquisition of Riverview Law (Lawyers Weekly op-ed) - a strategic disaster in the making

       

      Better together (ALPMA guest blog) - 10 reasons collaboration is a good idea

       

      Getting clarity on the CRP role - 10 ways to describe the client relationship partner role

       

      The end of the club (AFR op-ed) - why many collegiate full-service mid-tier firms will fail

       

      Get your practice group strategy right (Law Management Hub) - make sure each practice is playing its part

       

      What's the right price (Acuity Magazine) - the 5-step approach to pricing professional services

       

      Transitioning your low-profit clients - five strategies to make unprofitable relationships more sustainable

       

      Is your firm a club or a one-firm firm? - my 2018 take on the Maister classic

       

      The accountants re-enter legal. Meh! - the Big 4 are not going to have it all their own way

       

      What are your 2018 experiments - your personal, practice and public agendas

       

      Is the demand for legal booming - what if reported market data is fake news

       

      7 key enablers of smart collaboration - how to go from being collegiate to truly collaborative

       

      Advancing the retreat - tips to get more from strategy off-sites, conferences and retreats

       

      Top 20 workshop facilitation tips and secrets - some practical ideas to run better workshops

       

      From pyramids to rockets to ecosystems - the evolution of the professional service firm delivery model

       

      There are two words in “strategic plan” - some practical advice on how to make strategic plans more useful

       

      From collegiate to collaborative - why collaboration is hard and what to do about it

       

      A professional services value chain - 12 ways a firm can improve its profitability and competitiveness

       

      The 2-5-3 method of pricing professional services - a simple method to smarter pricing and capturing more value

       

      Six strategic shifts and implications for HR - the expectations of the HR function are getting higher and higher

       

      The state of the legal market - conclusion from the 2017 Thomson Reuters Peer Monitor MLS Report

       

      Are your practice groups primed to win? - getting all the parts to sum up to something more

       

      10 questions for your plan B - implications on technology change on law firm structure, strategy, style and skills

       

      Firm purpose. Seven Options - alternative ways of thinking about your firm's purpose or reason for being

       

      Pirouettes or Death Spirals - Op-ed on the Australian mid-tier legal market from The Australian Financial Review, 30 June 2017

       

      People, relationships, data: a focus for boards - an article in CPA Australia’s IN THE BLACK, 1 May 2017

       

      The business case for diversity in law firms - Op-ed from The Australian, 20 October 2017

       

      10 reasons culture eats strategy for breakfast - how a positive and productive culture generates profits

       

      Success = Ability + Stability + Agility - how to become a more agile and innovative firm while retaining core strengths

       

      Blockchain: earthquake or rose planting - the impact of the blockchain on in-house legal teams (first published in the Australian Corporate Council Journal, Autumn 2017)

       

      Innovation for sceptics - how to innovate when your firm is filled with smart sceptics

       

      Two-speed firms: the problem and solutions - dealing with differentials in partner commitment and contribution

       

      Five steps to becoming a more agile firm - creating the right foundations to innovate

       

      Culture fit, or do you mean no misfit - don't confuse misfits with cultural catalysts

       

      Is 2017 the year the fat smoker quits? - the forces for change might finally be overwhelming the constraints

       

      Five lessons from five years going solo - insights from the first few years as a freelance management consultant

       

      The Taxi Taxonomy - client analysis on the run

       

      Butcher butcher's paper - innovating with Google Docs in strategy workshops

       

      Getting true client commitment - co-authored with Jon Huxley of Beca on the critical role of leadership in CRM

       

      Norton Rose Fulbright and LawPath - stress testing a NewLaw and BigLaw venture

       

      Is your board focused on strategy or operations - getting your board to pay attention to really important issues

       

      Stress test your client strategy - five categories of client strategies for you to stress test your key account plans

       

      What’s your sneaker strategy - getting clarity on how you will outrun your competitors

       

      Adding adding value - a fresh way to communicate the value you offer to key clients

       

      5 takeways from teaching management at the Melbourne Law School - the best way to learn is to teach

       

      The market test - assessing your firm's strategic health as an external investor would

       

      Redefining shared services - getting more from HR, IT, finance and marketing

       

      The keys to cross-selling - some practical ideas to improve product knowledge across the firm

       

      10 things to do different - making sure your plans are not just more of the same

       

      From MY client to OUR client - why client hoarding is still such an issue and what to do about it

       

      What’s wrong with the sales pipeline - adapting the McKinsey 3 Horizon Growth Model to key account management

       

      Top 10 differentiation tips - an article from the APSMA PSF Journal on how to differentiate your firm

       

      Smarter relationship pricing - co-authored with Colin Jasper covering the merits of incentivised retainers

       

      Can you handle the truth - introducing the Barolsky Barometer cultural mapping tool

       

      Your loyalty levers: head, heart and ego - moving beyond client satisfaction to drive client loyalty

       

      Reports of BigLaw’s death are magnified - article from The Australian on legal industry trends, 20 December 2013

       

      Efforts made for clients define tier one firms - article from The Australian on how top-tier firms manage their key clients, 24 July 2014

       

      What’s your mantra - getting clarity and consensus of your firm’s strategic intent with each key client

       

      Two slides of the client loyalty coin - the importance of getting a good rap AND a good dollar from your clients

       

      Do you know your client’s KPIs - the power of understanding what truly drives client behaviour

       

      Taking the Maister trust equation to a new level - a new formula for building trusted B2B relationships

       

      Facilitating a strategic dialogue around key clients - getting everyone on the firm to share insights around key clients

       

      Are you client-focused or client compelled - recognising the importance of asserting your rights as a supplier

       

      The power of unsolicited proposals - the discipline of consistently thinking how else you could help your client

       

      Don't just set and forget - the keys to ongoing key client governance

       

      So you're ranked your key clients. Now what? - making clear distinctions between your different tiers of clients

       

      The problem of share-of-wallet as a KPI - finding better metrics to assess your key client relationships

       

       

    © Barolsky Advisors Pty Ltd, 2021

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