A pressured partner presents: The Twelve Days of Christmas

A pressured partner presents: The Twelve Days of Christmas

By Kevin Wheeler

How this popular Christmas carol might read if re-written by an under-pressure law firm partner.

On the first day of Christmas
my managing partner said to me:
Issue more bills, your WIP is too high

On the second day of Christmas
my managing partner said to me:
Do something about your write-offs, your margins are suffering
and issue more bills, your WIP is too high

On the third day of Christmas
my managing partner said to me:
Get rid of some of your clients, they’re not profitable
and do something about your write-offs, your margins are suffering
and issue more bills, your WIP is too high

On the fourth day of Christmas
my managing partner said to me:
Prepare me a BD plan showing how you will get new, profitable clients
and get rid of some of your old clients, they’re not profitable
and do something about your write-offs, your margins are suffering
and issue more bills, your WIP is too high

On the fifth day of Christmas
my managing partner said to me:
Is that it – a LinkedIn profile, a brochure and membership of Brooks’s?
prepare me a proper BD plan showing how you will get new, profitable clients
and get rid of some of your old clients, they’re not profitable
and do something about your write-offs, your margins are suffering
and issue more bills, your WIP is too high

On the sixth day of Christmas
my managing partner said to me:
Think strategically – what are you good at and which sorts of clients will pay a premium for this expertise?
forget social media, your brochure and your membership of Brooks’s?
and prepare me a proper BD plan showing how you will get new, profitable clients
and get rid of some of your old clients, they’re not profitable
and do something about your write-offs, your margins

Subscription Form

Related Articles:
Latest Articles:

Already a subscriber? Login
RELX (UK) Limited, trading as LexisNexis, and our LexisNexis Legal & Professional group companies will contact you to confirm your email address. You can manage your communication preferences via our Preference Centre. You can learn more about how we handle your personal data and your rights by reviewing our  Privacy Policy.

Access this article and thousands of others like it free by subscribing to our blog.

Read full article

Already a subscriber? Login

About the author:

Kevin Wheeler has been advising professional services firms on all aspects of marketing and business development for nearly 30 years. As a consultant he helps firms to manage and grow their key clients as well as to win new ones. As a certified coach with WABC he works with partners and those approaching partnership to improve their BD skills.