Prior to joining PACE Gary was involved in business development and key client management in the commercial sector.  He headed up the sales and marketing function of a number of organisations both in the UK and internationally.  Having worked for several years in the professional services sector, he is able to combine his experience to help his clients win more quality business, from both new and existing clients.

 

Current areas of interest

• Grooming fee-earners for partnership
• The science of key client management.
• How to sell professional services
• Designing the client base of the future.  How to get the right kind of clients and right kind of work, at the right kind of fees!
• Beyond the panel.  So you made the panel, how about the instructions!
• Protecting our best clients.  Really good clients are in demand, there is more to making sure we don't lose them than simply doing great work. 

Latest thinking

• Know your client, Estates Gazette, August 2008 [more info]
• Getting a better return, LETG Newsletter, January 2008 [more  info]
• Love me tender, Practice Matters Magazine, November 2007 [more info]
• Top of the pile, Legal Week, November 2007 [more info]
• 'So you made the panel, but what comes after the beauty parade', www.legalhub.com, October 2007 [more info]
• 'A client's perspective' Legal Week, August 2007 [more info]
• 'How to handle client meetings' QS Week Online, October 2006 [more info]
• 'Making added value a reality' Axiom, February 2006 [more info]
• 'Should all partners win new business?' Axiom, February 2006 [more info]
• 'Fathoming the unfathomable', PM Magazine, February 2006 [more info]
• 'Unnatural salesmen', Legal Week, November 2005 [more info]
• 'Concentrating on the clients you've got' Professional Marketing Magazine [more info]

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