Mayo Wynne Baxter
Chartered Management Institute
KCH Garden Square
Profile
KCH Garden Square provide legal services for the general public, solicitors and organisations with teams working in Civil, Crime and Family Law. Their expertise also includes Public Access, Mediation, Courts Martial and ProcureCo.
Members of the civil team also practice in property, personal injury and employment law.
St. Mary’s Chambers
Profile
Based in the heart of Nottingham's Lace market, St. Mary's Chambers was established in 1999 as the first specialist Family Law Chambers outside London. With over 20 members offering a breadth of specialist experience in all areas of Family Law to suit individual requirements.
Members of Chambers and staff are friendly and approachable at all times acknowledging that family litigation can be a demanding experience.
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DFK International
Profile
DFK International is a Top 10 international association of independent accounting firms and business advisers.
The association has been meeting the needs of clients with interests in more than one country for nearly 50 years. The partners in its member firms share:
- Enthusiasm for fully understanding client objectives and delivering effective advice
- Dedication to providing personal and timely services through experienced advisers
- Commitment to achieving consistent professional and ethical standards
Each DFK member is an independent legal entity in its own country.
Context
DFK International asked Bernard to speak at their 2011 Conference in Athens. Bernard delived
ICAEW - Liverpool Society of Chartered Accountants
Profile
Members' Conference - 24 March 2011
Bernard Savage, Keynote Speaker
Project
How to win business & deliver a higher return on investment from marketing & business development activity"
You will learn:
- How NOT to Work The Room but Network Effectively
- How to turn strangers into friends into clients
- The 7 marketing strategies that REALLY work (& increase your ROI at the same time)
- How to make your marketing budget go further
- Where you can save costs immediately by eliminating ineffective marketing approaches
- How to gain a competitive edge
In an engaging session Bernard, a go-to marketing guru for professional service firms with 20 years experience, will demystify marketing and business development. You will get practical support from a commercial no-nonsense operator. Bernard has worked for both blue-chip companies, like Procter & Gamble and Shell, and in house for Eversheds. He founded his own consultancy, Size 10½ Boots, in 2005 to grow smarter professional service firms. Size 10½ Boots clients include BDO, Mazars, Smith & Williamson and smaller regional firms like Cooper Parry and Lings."
CIPA
Profile
The Chartered Institute of Patent Attorneys (CIPA), the professional and examining body for patent attorneys (also known as patent agents) in the UK.
CIPA was founded in 1882 and was incorporated by Royal Charter in 1891. It represents virtually all the 1,800+ registered patent attorneys in the UK whether they practise in industry or in private practice. Total membership is over 3,200 and includes trainee patent attorneys and other professionals with an interest in intellectual property (patents, trade marks, designs and copyright).
Context
Bernard has been the keynote speaker at numerous CIPA events across the UK.
Brewin Dolphin
Profile
Brewin Dolphin offers a complete investment management and financial planning service, tailored to meet the needs of investors and intermediaries alike. They are one of the UK's largest independent private client investment managers and have stood the test of time. With the origins of the firm going back to the mid 18th century, they have a wealth of experience of dealing with the ups and downs of investment markets.
Hansard Limited
Profile
Hansard Limited is a licensed Guernsey fiduciary services company providing professional trust and corporate services to clients worldwide.
As an owner-managed 'boutique' Guernsey trust company, Hansard is able to provide truly independent fiduciary services in collaboration with other trusted service providers.
The range of Hansard Guernsey financial services include: trustee services, corporate services, family office, employment solutions, pension structures, marine and aviation, offshore companies, foundations and comprehensive company and trust administration.
Wynne-Jones, Lainé & James LLP
Profile
Wynne-Jones, Lainé & James is a long established firm with an excellent reputation locally, nationally and internationally. They have an impressive client list which includes multi-nationals, household names, large technology-based companies and universities.
Harrison Goddard Foote
Profile
HGF is one of the fastest-growing, full-service intellectual property firms in the UK. From launch with a single attorney in 1995 the firm now boasts more than 50 qualified attorneys and solicitors in a total staff in excess of 100, making HGF one of the top ten patent firms in the country. Growth has been secured organically and through a combination of acquisition and strategic lateral hires from both private practice and in-house counsel.
Shakespeares
Profile
Shakespeares are a leading regional law firm, sitting in the UK top 80, with five sites across the Midlands and 420 staff. We continue to invest in the range and depth of our legal skills to ensure we can provide comprehensive solutions.
Able & Imray
Profile
Abel & Imray is a leading firm of IP Attorneys with offices in London, Cardiff and Bath. They advise clients ranging from multinationals to smaller companies in all aspects of IP (intellectual property) including obtaining, using and enforcing patents, registered trade marks, registered designs and other related rights in UK, Europe and abroad.
Withers & Rogers
Appleyards
Profile
Appleyards provide consultancy and support services to the public, private and third sectors. They have the knowledge and experince in delivering successful projects over a variety of sectors. Examples include: Commercial, Infrastructure, Government, Leisure, Health, Residential, Education, Research, Local Authority and Heritage.
Methodology
Individual mentoring sessions, group master classes and management strategy meetings.
Results
Appleyards recognise that to be competitive it requires staff to change behaviours. Success will no longer be simply about delivering outstanding technical solutions. Staff also need to embrace marketing and business development to promote themselves and the firm in the right way consistently.
The management team collaborated with Size 10½ Boots to create a marketing strategy; launch a series of marketing workshops; and establish a new internal communication forum to build in house marketing capability and foster a more 'savvy' approach to marketing.
Andersons Solicitors
Profile
Andersons Solicitors is a Nottingham-based law firm offering a comprehensive legal service. It has a 50-year pedigree, a track record of commitment and reliability, and an excellent reputation throughout the legal profession as well as the National and East Midlands communities it serves.
Determined, realistic, effective - that is Andersons Solicitors approach to the delivery of a comprehensive legal service. Covering an expanding range of high-quality specialisms geared towards business and the individual.
Project
1. To create a cost effective marketing strategy, and offer strategic direction to deliver Andersons' goal of ensuring the firm get best value from every pound of business development investment spent.
2. Sales coaching for staff to enable them to 'sell' the firm more effectively and deliver the strategy developed.
3. Lead generation project to identify and secure face to face meetings with decision makers at hard to reach organisations for which Andersons have a proven track record in their sector.
Methodology
A mixture of sales coaching and strategy workshops, an innovative direct mail campaign and an in-depth follow up system.
Results
New clients secured, increased confidence within the team and a clearly defined, usable strategy.
Taylor Wessing LLP
Profile
Taylor Wessing is a leading International law firm who specialise in: technology, communications and brands; life sciences and healthcare; real estate and infrastructure, energy and environment and financial institutions and services.
With over 750 lawyers in the UK, Germany, France and Belgium. Taylor Wessing are also strong in the Middle East, India, China and North America. Click here to visit to read more about our client.
Project
Size 10½ Boots faciliated an 'Away Day' for Taylor Wessing's Employment & Pensions team. The day included a 2½ hour talk and a 1 hour interactive break out session.
Langleys
Profile
Langleys Solicitors has offices in both Lincoln and York, two major regional centres in the East Midlands, Yorkshire and Humberside. The firm has divided its business into four key divisions: Commercial, Private, Insurance and Residential Property. Each division focuses on its individual strategy as well as the operational development of its services.
Context
Langleys was keen to learn more about how their LinkedIn activity can be further developed to benefit their key relationships, as part of an integrated business development campaign.
Project
Our Associate Director, Courtney Borthwick, created a bespoke workshop around how LinkedIn can be used to help Langleys grow, with live competitor and key market case studies.
Deliverables
The attending firm's partners and assistant solicitors were introduced to our top practical tips, watch outs and given a practical handout to help implement the recommendations.
Methodology
This workshop was delivered at our client's offices in a two hour session.
Results
Our client is now more able to consider how LinkedIn can practically help benefit the growth of their firm.
Serco
Profile
Serco has grown to become one of the world's leading service companies by working in partnership with its customers and staff to manage change smoothly and positively - and pursue continuous improvement relentlessly. They think innovatively to help governments improve services across many areas of public life, from justice to healthcare, education to defence.
Raynsway Group
Profile
A commercial property developer based in Syston with sites around Leicestershire.
Context
Raynsway were looking for practical advice to help them implement a strategic and workable marketing plan.
Project
Size 10½ Boots worked with Raynsway to produce a template for their marketing plan.
Methodology
A series of meetings were held with the senior managment at Raynsway.
Results
The marketing plan provided Raynsway with focus and lateral thinking to take their marketing strategies to the next level.
Lathams
Profile
Lathams is a pioneer in the creative renewal and regeneration of buildings, land and communities.
Working as both architects and urban designers, they specialise in regenerating towns and cities, in transforming brownfield land and in improving property assets.
Lathams make change happen, supporting their clients from feasibility, funding and planning stages through to the delivery of imaginative, distinctive and, above all, successful projects
Fisher German
BDO Stoy Hayward
Profile
BDO is an award-winning UK Member Firm of BDO International, the world's fifth largest accountancy network, with more than 1,000 offices in over 100 countries.
They believe in the personal touch; strong client relationships and personally tailored solutions. They realise no two businesses are the same. So whether your business is a start-up or a multi-national, they can help you achieve your goals.
Context
BDO are looking to create a more business development culture in the marketing team by running a series of workshops.
Project
A series of workshops with the BDO marketing team.
Deliverables
To provide the marketing team with practical tools and approaches so that they are able to develop a more Business Development savvy approach to marketing.
Methodology
Face to face training workshops to be held with the marketing team at the BDO offices.
Results
The marketing team have the confidence, practical tools and skills to identify new business opportunities from clients and prospects.
Smith & Williamson
Profile
Smith & Williamson are leading independent providers of investment management, accountancy, tax, corporate and financial advisory services to private clients, corporates, professional practices, and non-profit organisations. With 11 principal offices in the UK and Ireland, 1,500 people and an international capability in 100 countries, their aim is to provide an innovative global service.
Context
Smith & Williamson are looking to encourage their internal employees to regard selling and networking as a key part of everyones role.
Project
Away day facilitation of their internal conference.
Deliverables
A bespoke presentation providing practical tools and advice for all levels of experience and understanding.
Methodology
Design and facilitated the afternoon session at Smith & Williamson our internal conference.
Results
Due to the different environment, no interruptions and a skilled facilitator the objectives of providing a different way of thinking to sales and networking for the firm were achieved.
Duncan & Toplis
Profile
Established in 1925, Duncan & Toplis has grown into one of the largest independent firms of chartered accountants. They have offices throughout the East Midlands, being found in Grantham, Boston, Lincoln, Louth, Melton Mowbray, Newark, Skegness, Sleaford, Spalding and Stamford.
They offer a wide range of services to the small to medium sized family businesses, first class specialists in their field support all of their services, whether it is in respect of accountancy and audit, taxation or VAT, payroll and human resources or computer services.
Context
Duncan and Toplis were looking to focus marketing resources in the business and improve conversion of new business opportunities.
Project
A series of workshops with Duncan & Toplis lawyers.
Deliverables
To provide the lawyers of Duncan & Toplis with practical tools and approaches to business development.
Methodology
Face to face training workshops held at three offices.
Results
The workshops gave attendees more confidence and improved fee earners capability to pitch effectively.
TPP Law
Profile
TPP Law are a specialist law firm with a clear and unique focus on supporting public service partnerships and projects.
TPP Law have created a different kind of law firm where the central discipline is legal and commercial advice, but they also offer training, capacity-building and business information for organisations involved in public-private partnership projects.
Context
The firm was looking for practical ideas of how to get a better return from its marketing investment by running a series of workshops.
Project
A combination of training workshops and one on one mentoring.
Deliverables
To provide the lawyers with savvy and practical tools on key Account Management and Customer Relationship Management systems.
Methodology
Face to face training workshops held at TPP Law offices.
Results
The lawyers have the confidence and the practical tools to enable them to market the practice more effectively and increase the return on marketing investment.
Ward Hadaway
Profile
Ward Hadaway is one of the UK’s Top 100 law firms and a major player in the North of England with offices in Newcastle and Leeds.
They offer a comprehensive range of services delivered to the highest possible standards and are focused on securing the very best for their clients.
Context
Firm is investing in CRM approach to deliver growth and retain clients.
Project
Face to face Client Service Reviews with 10 of their key clients.
Deliverables
Insight from 10 key clients & suggestions of how to translate this insight into practical commercial action steps on a client-by-client basis.
Methodology
One on one interviews to be held at the key clients offices.
Results
Research findings have helped provide the firm with valuable insight into the client care provided by Ward Hadaway to its major clients. The project has enhanced the firm’s reputation with key clients who value the investment of independent research to better understand what they require.
Gleeds
Profile
Gleeds are one of the world’s leading management and construction consultants, and offer all their clients world-class performance across a broad range of services. With 14 regional offices located throughout the UK & Ireland, Gleeds are a global business with a strong local character; internationally minded yet very much rooted in the community.
Gleeds have extensive experience across virtually every industry sector, giving them a depth and breadth of knowledge essential to assure speed, accuracy and efficiency in the service they deliver. They manage complex operations expertly, control costs rigorously and deliver projects on time. Gleeds are totally committed to delivering the very highest standards of customer service.
Context
The firm is looking for practical ideas of how to get a better return from its business development activity by running a series of workshops.
Project
A combination of training workshops and one on one mentoring.
Deliverables
To provide the partners and directors with savvy and practical tools to increase the return on marketing investment.
Methodology
Face to face training workshops and one on ones held at Gleeds Notitngham office.
Results
The partners and directors have the confidence and the practical tools to enable them to market the practice more effectively and increase the return on business development investment.
Progressive Digital Media
Profile
Progressive Digital Media is an international business-to-business media company providing business conferences and summits, controlled-circulation magazines and internet reference portals for top company executives and senior management.
Watson, Farley & Williams
Profile
Watson, Farley & Williams LLP was established in 1982. It is an international commercial law firm recognised for its excellence in finance and investment work, including banking, structured and asset financing, private equity and fund investment, particularly in the transport, energy and natural resource sector.
(Source: The Legal 500, 2008 Edition)
Context
The firm wanted insight into how they were perceived in the market place by their existing clients.
Project
Independent Client Service Reviews with 15 key clients internationally.
Deliverables
Identify awareness and attitudes of key clients towards Watson, Farley & Williams in the market place providing them with practical next steps to be taken to enhance their experiences.
Methodology
Face to Face interviews with key decision makers at their offices.
Results
Thorough research providing Watson, Farley & Williams with a deep understanding of how they are perceived by their clients in the market place, thus highlighting a series of next step and business development opportunities.
Reddie and Grose
Profile
With offices in London and Cambridge, this is a prominent firm with expertise in all aspects of patent and trade mark advisory and prosecution work, as well as other areas of intellectual property. Electronics, software, communication and biotechnology are among it specialism’s.
The practice is at the very top of its profession in the quality of services it provides and consistently achieves top three of five ratings in professional surveys.
Reddie and Grose was founded in 1907 by Lovell Newton Reddie, a descendent of the Newton family, who had practiced as patent agents throughout most of the preceding century. The practice took its present name in 1928 and now acts for clients from many countries around the world, including large companies active in the defence, electricity, broadcasting, biotechnology, consumer good and financial.
(Source: The Legal 500, 2008 Edition)
Context
Reddie and Grose are hosting a Partners Retreat for all employees. The topic they are to look at is the strategic direction of the firm in the future.
Project
Partners Retreat, away day facilitation
Deliverables
To come away from the Partners Retreat with the confidence and practical tools to implement strategic direction, win new business for the firm and retain and grow existing relationships.
Methodology
An overnight residential Partners Retreat away day.
Results
Due to the different environment, no interruptions and a skilled facilitator the objectives of providing a more strategic direction for the firm were achieved.
HSBC
Profile
Headquartered in London, HSBC is one of the largest banking and financial services organisations in the world. Through an international network linked by advanced technology, including a rapidly growing e-commerce capability, HSBC provides a comprehensive range of financial services: personal financial services; commercial banking; corporate, investment banking and markets; private banking; and other activities.
Context
Marketing and business development training.
Blusource
Profile
Blusource provide executive searches and expertise in professional services and leadership.
Context
Blusource is a search practice and we were looking for direction and a focus of where to go.
Project
Size 10½ Boots gave a clear focus and common sense approach, highlighting ideas and concepts which Blusource had never done before in a new context.
Results
Blusource have now got a clear focus on their market and their branding.
Little Room Music Production
Profile
Little Room Music Production provide specialist and commissioned music.
Context
Little Room Music production were exploring options of where the business should go and what were the best ways to progress the business.
Project
Size 10½ Boots gave focused and deliverable advice which was exactly what the Little Room Music Production needed to achieve clarity over the businesses direction.
Results
What we expected from Size 10 ½ Boots was direction and focus and that was exactly what we got. By the end of the period of working with Bernard we were quite clear about where we were going, how we were going achieve what we wanted to achieve, and that just made the whole working process for us much more tangible, being in business was a much more tangible experience for us.
GSL UK Ltd
Profile
GSL is a leader in the provision of critical support services for public authorities and corporate organisations internationally. The company designs innovative ways of managing complex processes, usually involving interaction with large groups of people and/ or multi site activity.
Project
“We worked with size 10½ boots to help us research a new market for our service and identify firms whose business needs are in concert with our capabilities.”
“After a target segmentation exercise size 10½ boots targeted a select list of matched firms and approached these organisations on our behalf.”
Results
“The success of these introductory meetings was evident in that in 3 instances key decision makers requested further meetings with our team. Indeed in one case we are now progressing a formal commercial discussion with a view to a strategic alliance between our respective organisations.”
Arcam
Profile
Manufacturer of high fidelity hi-fi and home cinema products.
Context
Firm is leading the industry to improve quality of retail experience.
Project
Design and Implementation of retail strategy.
Deliverables
- Creation of business strategy for retail distribution channel
- Act as a catalyst for change in product dealer outlets, i.e. influence dealers to invest in retail design and merchandising.
Results
Arcam has focused retail strategy to drive growth key dealers. Dealers in-store offer can compete with fast changing retail competition.
collinshallgreen LLP
Profile
Consulting Structural and Civil Engineers.
Context
Firm is investing in Client Relationship Managment approach to deliver growth and retain clients.
Project
Client service review with 20 of their key clients.
Deliverables
Identify key factors for success and use findings to present a commercial case for collinshallgreen showing how to enhance their service provision in the market place.
Methodology
One on one interviews with key decision makers at client’s office.
Results
Research findings have helped provide the firm with valuable insight enabling relevant actions with its major clients. The project has enhanced the firm’s reputation with key clients who value the investment of independent research to better understand what they require.
Coda
Profile
Architects.
Project
To review and maintain the ethos that by focusing on their commercial reputation and internal skills will result in success.
Methodology
Client Service Reviews undertaken with key clients. Structured 30minute interviews undertaken with all staff (13 in total).
Results
Coda was pleased to learn that internally their structure is working and maintain that a ‘happy’ workforce is key to their success. Externally their reputation is first-class and the insight gained through client service reviews gave positive feedback for growth areas. Agreed quarterly management team away days and monthly team meetings would enable focus on this.
Cooper Parry
Profile
Cooper Parry is the largest independent firm of business advisers in the Midlands.
Context
Restructuring of the sales and marketing team to align with the business objectives.
Project
Size 10½ Boots worked with Cooper Parry to provide an external viewpoint with a flexible way of thinking to provide a robust model of development.
Results
A restructure of the sale and marketing team and a reliable sales and marketing model which is in line with the business objectives.
Mazars
Profile
Mazars are independent, integrated and international business advisers and accountants. They are one of Europe’s largest accounting firms and are represented in over 46 countries worldwide.
Context
Mazars were considering what to do with sales training, if they needed sales training and what to do with the managers to help them do that part of the job.
Project
After discussing the needs of Mazars, Size 10½ Boots recommended the concepts of the sales training workshops for the key 8 people in the office who were going to be involved in sales and marketing. Bernard suggested one on one training sessions with the staff members would be useful so that’s we did.
Results
Those staff members who went on those workshops are certainly more confident on what they need to do to sell the firms services. A lot of what Bernard has been explaining is actually quite obvious, but there are things even though they are obvious people tend not to do naturally, particularly people without a sales and marketing background. So it’s drummed into these people a lot of the basics they need to do to develop contacts and sell the firms services.
Geldards
Profile
Geldards LLP is a leading regional law firm with offices in Cardiff, Derby and Nottingham, servicing a diverse client base with high-quality commercial and private client legal advice.
Geldards LLP prides itself on being a forward thinking and progressive law firm. It is one of the leading regional commercial law firms, providing first class professional advice to major private and public companies, local authorities, public bodies and governing agencies, as well as private individuals.
(Source: The Legal 500, 2008 Edition)
Context
Geldards collaborated with Size 10½ Boots to provide them with strategic vision.
Project
Size 10½ Boots worked with Geldards to produce a template for their marketing plan.
Results
The marketing plan provided Geldards with focus and lateral thinking to take their marketing strategies to the next level.
Rollits
Profile
Rollits is one of Yorkshire's leading corporate law firms with offices in Hull and York. The firm has 23 partners.
Context
Rollits has a philosophy of continued improvement. The firm collaborated with Size 10½ Boots to identify blind spots in its understanding of the client experience and brand perception with its key clients.
Project
20 existing Rollits clients were invited to participate in face-to-face surveys (‘Client Health Checks’). The primary objectives of the research were:
- Better understand the Rollits client experience
- Identify strengths and weaknesses in client service delivery
- Identify critical success factors
- Get feedback on pricing; brand and communication
- Competitive intelligence
Deliverables
Presentation to the project team identifying themes from across the research. This presentation introduced a traffic-light system to describe the overall health of each client relationship. Short, medium and long-term action plans were presented which highlighted how the insight could be used to improve the firm’s position.
Results
20 individual client reports capturing insight gleaned and recommending a way forward to address immediate opportunities to improve client service.
Presentation to the project team identifying themes from across the research. This presentation introduced a traffic-light system to describe the overall health of each client relationship. Short, medium and long-term action plans were presented which highlighted how the insight could be used to improve the firm’s position.
Browne Jacobson
Profile
With more than 200 lawyers and 55 partners Browne Jacobson LLP is one of the largest and most highly respected law firms in the Midlands. With offices in three principles UK cities this regional stalwart boosts an impressive portfolio of national and regional clients.
Noted for its commercial, public sector, health and insurance work, Browne Jacobson has been one of the fastest growing law firms in the UK, quadrupling in size since 1997 and consistently achieving stellar turnover growth.
(Source: The Legal 500, 2008 Edition)
Context
Firm is investing in CRM to broaden relationships and introduce other areas of the firm.
Project
Client Service reviews with Browne Jacobson’s key clients.
Deliverables
Identify the current client experiences and use findings to present a commercial case for Browne Jacobson showing how to enhance their service provision in the market place.
Methodology
One on one face to face interviews with key clients at their offices.
Results
Research findings have helped provide the firm with insights to enable relevant actions with it's major clients.
Addleshaw Goddard
Profile
Addleshaw Goddard is the law firm that invests more time to get to know you, your business and what it is striving for. Through this investment, the firm finds ways to support your business objectives, improve your results and create more value from the projects it undertakes. The firm is motivated to make you as an individual; your team and your organisation look great.
The firm’s unique business model means it delivers exceptional value for money. The simplicity of three offices working together as ‘one firm’, and consistently offering high quality advice blended with a lower cost base than city rivals is unparalleled.
Built on a culture that is forward looking and supportive, commercial and straightforward, working with Addleshaw Goddard is great fun. The firm loves people, different cultures and approaches, thrives on the variety of its clients’ businesses and does things your way.
Addleshaw Goddard field quality professionals where and when needed for a wide range of clients, including FTSE 350 and comparable organisations, financial institutions, public sector bodies, successful businesses and private individuals.
(Source: The Legal 500, 2008 Edition)
Context
Firm is exploring new product opportunities.
Project
Primary consultation with target market to identify business potential of new product.
Deliverables
Create appointments and stage interviews with key decisions makers. Use insights to develop commercial proposition with clients.
Methodology
One on one interviews with key decision makers.
Results
Research findings have helped the firm develop its commercial proposition and engaged potential client’s partners in the process. Mitigated business risk by testing product concept launch.
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