Going straight to the horse's mouth
How the firm sees itself and how your clients view it, may be mutually exclusive. So for real insight go straight to the horse's mouth.

How to prepare for a client perception survey  
Why undertake a client care survey? How to work out the brief and set about the task? Deliverables and implications for strategy.

The service that clients really, really want 
The work firms are doing in listening to its clients is just as important the legal advice it dispenses. Firms that genuinely listen to clients’ needs and then act upon those needs to make their service stand out, are the firms that clients want on their panels. This article highlights some lessons firms can use in identifying the service that their clients really, really want.

In search of added value
Big companies want something more than just big service from their professional advisers. They are searching for added value according to 41 of the FTSE-100 companies in the 2004 report "Seeing the world through clients' eyes".

The client is key
Clients have downsized the number of firms on their panels. Now they are looking to make yet more savings according to 41 of the FTSE-100 companies in Nisus' 2004 study. This article looks at how law firms can best cope with the pressure from Procurement.

Seminars - boost or burden?
An overview of what constitutes a cost effective seminar from both the firm and the client's point of view.

Seminal seminars  
Seminars cost more than you think. They are one of the premier marketing tools for professional service firms and our research shows they are rarely used to good effect.

Tendering  
A short reprise on the key aspects of successful tendering, including a self-check system.

Tendering strategy a more commercial approach to tendering  
When should and shouldn't a firm agree to tender? How to put together winning tenders. How to face up to the face off at the presentation.

FTSE Study Executive Reports from Nisus Consulting: 2006/07 

"I am happy to welcome this new research report from Nisus Consulting. It's always a pleasure to read professional, relevant and well executed work; and this report is just that.”
Laurie Young, author of Marketing the Professional Services Firm

"…Your conclusions were bang on and the four key requirements highlighted, I think, will enable the good law firms to pick up and focus on these areas to develop stronger skills.”
Christopher Morgan, Manager, Intellectual Property Division, Honda Motor Co, Japan

Brochures and the bottom line  
Are brochures a valuable communication tool or not worth the paper they're printed on?

Branding or Bunkum...
A light-hearted examination of the psychology of branding and how it manifests itself as more being more desirable despite premium prices.

A brand comprises a firm's style, culture and values, not its stationery
What is a brand in professional services terms? Why are they important? How should one go about reinforcing them?

Working Smarter
With marketing budgets facing cuts, it is even more crucial for marketing to be effective, or in other words for marketing to work smarter.

The role of corporate hospitality as a marketing tool
Solving the dilemma of when it is and when it is not appropriate to use corporate hospitality as a marketing tool.

The push-me pull-you principle
Is your firm's marketing short term tactical or something more meaningful?

Marketing without spending, now there's an idea...
Marketers are famed for their ability to spend, but what if the funds were withdrawn, could they still do something useful?

Beating the best – benchmark your way to success
In a recession, protecting existing client relationships is crucial. When everybody is wooing your clients you need to know how you’re doing and not give them an opportunity for turning unhappiness into defection. Benchmarking can give you a significant competitive advantage and is particularly valuable in difficult economic times. 

The new bargain hunters
Difficult economic conditions can mean that firms need to be leaner, more efficient machines. But how do General Counsel think cutbacks affect client service?