How do you get everyone engaged in your BD strategy?

Marketing and business development (MBD) and client relationship management (CRM) is central to the ongoing growth and success of any organisation. After my conversation with the in-house lawyer, I was inspired to turn to another friend - let’s call her Fatima - for insight into the role of the legal business development specialist, and how it has changed.

It is clear from my conversation with her, and further research that marketing and business development leaders need to harness everyone’s ‘sales’ potential. One recent survey claimed that only 20% of firms get their lawyers involved in the sales process, so we must improve this. I conclude this post with a use-case scenario which brings together the three threads of discussion, and will hopefully get you and your colleagues inspired to become business development champions.

Here is my easy ABC:

• Align your business strategies across the firm
• Move Beyond the Buzzwords
• Communication is key

Content is dead! Long live content!

This article was originally published on Iris Briefings but I feel strongly about the message it sends. When we create content, who are we trying to reach? Search engines or people?

A recent article on content marketing got me thinking. As a qualified information professional it has always been my responsibility to get the right information to the right person and at the right price. My colleagues knew that if I sent them an article or document, they could rely on the quality of the content. Increasingly though, people researching online are being deluged with rehashed, badly written ‘junk articles’. I’m unsure whether this is the fault of a decreasing amount of discerning readership, or a rise of a new king: the search engine.

Anticipating research needs; or being there from pitch to party

Old and New Clare Style

Collyer Bristow is home to a long-standing art gallery which presents the best and most interesting contemporary art, whether by up-and-coming or more established artists. Our current show is by Anne Howeson. She works with eighteenth- and nineteenth-century prints that are copied on to drawing paper, which she transforms by rubbing away, and making additions with paint. So a bucolic printed view of tile kilns on old Maiden Lane (now York Way) becomes overlaid with a modern glass fronted office block. This uncanny mix reminds us of the fluidity of London’s architecture, past, present and future.

What does this exhibition have to do with knowledge management and legal information? Surprisingly, more than you might initially think. One of the speakers at an event held in conjunction with this show was Jeremy Smith, an archivist from London Metropolitan Archives. Obviously Anne is a devotee of London’s archives because of their collections of prints, which provide the underlying inspiration for her work. Jeremy was proud that archives were becoming increasingly popular with artists, but admitted that this show was rare because he was able to see the end product of a user's research.

The BMA Library: Mission Anything is Possible

Last July I went on a visit to the RCS Library and so when an opportunity came up to visit another high profile medical library, I was quite excited. CLSIG organised a trip to meet Jacky Berry at the British Medical Association for an overview of the services they offer to their 152,000 members.

The library is unmissible. As you go through the swish main reception area and security gates, arrows and a sign LIBRARY points you upward. As you head up the flight of stairs, you are met with a model of bright modernity, with low wooden shelving, open work spaces and plenty of natural light. A successful team of 13 offer a suite of services to their members, and they see themselves as 'a working doctors library' providing access to a diverse book collection - from clinical to business management. They provide journal alerts, full text doc delivery, electronic services, training to all, and they have a high profile within the BMA.  Last year they had 19328 visitors!

Book Review: Social Media in the Legal Sector

Although I write about a variety of subjects, some of my recent posts are responding to pockets of social media illiteracy and are mostly aimed at those in the legal world.

Long before getting to grips with content, a new or prospective user needs to acquaint themselves with the technology and the appropriate platform. They need to be confident in their social media abilities, and comfortable that they are not going to destroy a hard won professional legal reputation by a misplaced tweet or a badly written blog post. Social media for business is a commitment of time and money so you need to know whether it is for you.

But if you’re not internet savvy, how do you take that first step? If I need to find out about a new product or unfamiliar social media network, I would search for a quality blog about it, read relevant trade press reviews, or ask my twitter or librarian network. This requires you to be able to identify trustworthy online sources. If you are unsure, then an expensive book published by a reputable legal publisher might be the answer for many lawyers.