The author,
Barbara Koenen-Geerdink is head of global business development and marketing at
Ince and previously worked for Freshfields Bruckhaus Deringer and Taylor
Wessing.
The book
includes the results of an in-depth survey of 152 junior lawyers and advisors,
which found a gap between firms’ expectations of lawyers regarding business
development and marketing and the training that they actually provide.
Half of the
respondents said they had not developed any client base for themselves and only
10% said they currently have a well-developed client base. Koenen-Geerdink also
drew this conclusion from a series of conversations with fee earners across
numerous law firms who expressed concerns around building their practice and
attracting clients.
Koenen-Geerdink
said: ‘Over the course of my career, I have met hundreds of fee earners who
have had difficulty in building their client portfolios and generating new
leads.
‘Many have
expressed a desire for additional training in this area, but there has been a
lack of resources to accommodate this. Beyond Billable Hours gives lawyers a
tried and tested blueprint to help them develop their business marketing
skills, building up their client portfolio and exceed partner expectations.’
Koenen-Geerdink
is also releasing a series of YouTube training videos to help junior lawyers
work on their development while on lockdown due to the current COVID-19 crisis.
The channel can be found at: www.youtube.com/channel/UC3RQXYv5YIKGtHL3Ws_sf2w.
For more
information on the book, see: www.beyondbillablehours.com.
