In this episode, Rob Patterson of <a href="https://www.parkinslane.com.au/">Parkins Lane</a> and Paul Evans of <a href="https://www.torodigital.com.au/">Toro Digital</a> are joined by Alistair Marshall, Director at <a href="https://www.professionalservicesbd.com.au/">Professional Services Business Development</a>. We discuss: <ul> <li>Whether you&rsquo;re an experienced practitioner or a lawyer starting out, how do you define your target market?&nbsp;</li> <ul> <li>As a starting point, Alistair recommends an audit on revenue and profit, work type, clients, sectors, geography, client issues. Passion and enjoyment should also be a factor as well as a drive to immerse yourself into your clients world, understand their business, industry, regulatory requirements, etc.</li> </ul> <li>The 3 pillars to promote yourself as an expert in your area:</li> <ul> <li>Speaking - including good speaker etiquette and a robust CTA/follow up plan</li> <li>Writing</li> <li>Networking (online and offline)</li> </ul> <li>Don&rsquo;t be shy about putting your questions on the table with a client/prospect, literally. Alistair discusses the importance of being prepared when heading into a warm meeting:</li> <ul> <li>Do your homework and have questions prepared to guide/prompt the conversation.</li> <li>What&rsquo;s the objective of the meeting?</li> <li>What&rsquo;s your expectation?&nbsp;</li> <li>What&rsquo;s your value-add? What are you offering that is unique, for example, research, insight, information, etc?</li> <li>Don&rsquo;t give a history lesson about you/the firm.</li> <li>Let the client do most of the talking - this is a discovery meeting.</li> </ul> <li>How to build a BD routine into your week:</li> <ul> <li>2 hours minimum</li> <li>Block out time on a Tuesday, Wednesday or Thursday</li> <li>Focus on and create strategy around:</li> <ul> <li>5 existing clients</li> <li>5 prospect clients that fit your &lsquo;perfect&rsquo; client model</li> <li>5 referrers</li> </ul> </ul> <li>Alistair&rsquo;s top 3 poor uses of marketing &amp; BD budget that have very poor ROI and engagement, especially for attracting new/prospective clients:</li> <ul> <li>Brand advertising</li> <li>Sponsorship</li> <li>Hospitality events (private rooms at football, cricket, etc) </li> </ul> </ul> Connect with Alistair On LinkedIn <a href="https://au.linkedin.com/in/alistairmarshall1967">https://au.linkedin.com/in/alistairmarshall1967</a> Professional Service Business Development website <a href="https://www.professionalservicesbd.com.au/">https://www.professionalservicesbd.com.au/</a> Email Alistair <a href="mailto:apm@professionalservicesbd.com.au">apm@professionalservicesbd.com.au</a> &nbsp; Resources To receive Alistair&rsquo; ebook, "10 immediate actions to generate revenue &amp; cash," head to the footer on his website and sign up. <a href="https://www.professionalservicesbd.com.au/">https://www.professionalservicesbd.com.au/</a>See <a href="https://omnystudio.com/listener">omnystudio.com/listener</a> for privacy information.

<description>&lt;p&gt;In this episode, Rob Patterson of &lt;a href="https://www.parkinslane.com.au/"&gt;Parkins Lane&lt;/a&gt; and Paul Evans of &lt;a href="https://www.torodigital.com.au/"&gt;Toro Digital&lt;/a&gt; are joined by Alistair Marshall, Director at &lt;a href="https://www.professionalservicesbd.com.au/"&gt;Professional Services Business Development&lt;/a&gt;.&lt;/p&gt; &lt;p&gt;We discuss:&lt;/p&gt; &lt;ul&gt; &lt;li&gt;Whether you&amp;rsquo;re an experienced practitioner or a lawyer starting out, how do you define your target market?&amp;nbsp;&lt;/li&gt; &lt;ul&gt; &lt;li&gt;As a starting point, Alistair recommends an audit on revenue and profit, work type, clients, sectors, geography, client issues. Passion and enjoyment should also be a factor as well as a drive to immerse yourself into your clients world, understand their business, industry, regulatory requirements, etc.&lt;/li&gt; &lt;/ul&gt; &lt;li&gt;The 3 pillars to promote yourself as an expert in your area:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;Speaking - including good speaker etiquette and a robust CTA/follow up plan&lt;/li&gt; &lt;li&gt;Writing&lt;/li&gt; &lt;li&gt;Networking (online and offline)&lt;/li&gt; &lt;/ul&gt; &lt;li&gt;Don&amp;rsquo;t be shy about putting your questions on the table with a client/prospect, literally. Alistair discusses the importance of being prepared when heading into a warm meeting:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;Do your homework and have questions prepared to guide/prompt the conversation.&lt;/li&gt; &lt;li&gt;What&amp;rsquo;s the objective of the meeting?&lt;/li&gt; &lt;li&gt;What&amp;rsquo;s your expectation?&amp;nbsp;&lt;/li&gt; &lt;li&gt;What&amp;rsquo;s your value-add? What are you offering that is unique, for example, research, insight, information, etc?&lt;/li&gt; &lt;li&gt;Don&amp;rsquo;t give a history lesson about you/the firm.&lt;/li&gt; &lt;li&gt;Let the client do most of the talking - this is a discovery meeting.&lt;/li&gt; &lt;/ul&gt; &lt;li&gt;How to build a BD routine into your week:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;2 hours minimum&lt;/li&gt; &lt;li&gt;Block out time on a Tuesday, Wednesday or Thursday&lt;/li&gt; &lt;li&gt;Focus on and create strategy around:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;5 existing clients&lt;/li&gt; &lt;li&gt;5 prospect clients that fit your &amp;lsquo;perfect&amp;rsquo; client model&lt;/li&gt; &lt;li&gt;5 referrers&lt;/li&gt; &lt;/ul&gt; &lt;/ul&gt; &lt;li&gt;Alistair&amp;rsquo;s top 3 poor uses of marketing &amp;amp; BD budget that have very poor ROI and engagement, especially for attracting new/prospective clients:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;Brand advertising&lt;/li&gt; &lt;li&gt;Sponsorship&lt;/li&gt; &lt;li&gt;Hospitality events (private rooms at football, cricket, etc)&lt;br&gt;&lt;br&gt;&lt;/li&gt; &lt;/ul&gt; &lt;/ul&gt; &lt;p&gt;&lt;strong&gt;Connect with Alistair&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;On LinkedIn&lt;/p&gt; &lt;p&gt;&lt;a href="https://au.linkedin.com/in/alistairmarshall1967"&gt;https://au.linkedin.com/in/alistairmarshall1967&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Professional Service Business Development website&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.professionalservicesbd.com.au/"&gt;https://www.professionalservicesbd.com.au/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Email Alistair&lt;/p&gt; &lt;p&gt;&lt;a href="mailto:apm@professionalservicesbd.com.au"&gt;apm@professionalservicesbd.com.au&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&amp;nbsp;&lt;/p&gt; &lt;p&gt;&lt;strong&gt;Resources&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;To receive Alistair&amp;rsquo; ebook, "&lt;em&gt;10 immediate actions to generate revenue &amp;amp; cash&lt;/em&gt;," head to the footer on his website and sign up.&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.professionalservicesbd.com.au/"&gt;https://www.professionalservicesbd.com.au/&lt;/a&gt;&lt;/p&gt;&lt;p&gt;See &lt;a href="https://omnystudio.com/listener"&gt;omnystudio.com/listener&lt;/a&gt; for privacy information.&lt;/p&gt;</description>

Alistair Marshall, Director of Professional Services Business Development, has over 30 years’ experience in business development helping professional firms to generate and convert more leads, attract new clients and win more work.

Build in a routine to make BD work as important as your client work

In this episode, Rob Patterson of <a href="https://www.parkinslane.com.au/">Parkins Lane</a> and Paul Evans of <a href="https://www.torodigital.com.au/">Toro Digital</a> are joined by Amy Burton-Bradley, Consulting Director at <a href="https://www.julianmidwinter.com.au">Julian Midwinter</a>. We discuss: <ul> <li>Should you always say &lsquo;yes&rsquo; to a RFP/RFT? Amy outlines the key factors that need to be considered before engaging resources to develop a reply:</li> <ol> <li>Is there an existing relationship?&nbsp;</li> <li>Does it aligns to firm&rsquo;s strategy and core business?</li> </ol> </ul> <ul> <li>How to use the first 48 hours of receiving an RFP/RFT to determine whether the firm prepares a response:</li> <ul> <li>Set up a 30min meeting with key internal stakeholders.</li> <li>Circulate the request and ensure parties read it prior to the meeting.</li> <li>Complete a <a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf">Bid/No Bid</a> checklist.</li> <li>In the meeting, share information/intel about the client: relationships, incumbents and assign responsibilities for preparing the response.</li> <li>Capture replies and reasoning as to why/why not to proceed.</li> </ul> <li>How to decline a RFP/RFT.</li> <li>Elements of a reply:</li> <ul> <li>How to standout in the Executive Summary</li> <li>What &lsquo;value adds&rsquo; are actually valuable to a client and how to up the ante, and&nbsp;</li> <li>Can alternative/creative pricing really set you apart from the next firm?&nbsp;</li> </ul> <li>How much impact does the procurement team play in assessing and assigning panel firms? And why you should always - win or lose - ask for a <a href="https://www.julianmidwinter.com.au/2013/01/tender-debriefing/">debrief</a> and conduct an internal meeting.</li> <li>You&rsquo;ve won - wohoo! Understanding appropriate ways to get to know the client better and get a fair <a href="https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/">(greater) share of the work</a>.</li> </ul> Connect with Amy:&nbsp;&nbsp; On LinkedIn <a href="https://www.linkedin.com/in/amyburtonbradley/">https://www.linkedin.com/in/amyburtonbradley/</a> Julian Midwinter website <a href="https://www.julianmidwinter.com.au/profile/amy-burton-bradley/">https://www.julianmidwinter.com.au/profile/amy-burton-bradley/</a> Email Amy <a href="mailto:abb@julianmidwinter.com.au">mailto:abb@julianmidwinter.com.au</a> &nbsp; Resources mentioned: 20 question bid or no bid assessment checklist <a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf">https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf</a> Tender and bid debriefing guide for internal teams <a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf">https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf</a> &nbsp; Blogs mentioned: Why firms keep bidding on losers and what you can do about it <a href="https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/">https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/</a> How to run a kick-off meeting for your tender, bid or proposal <a href="https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/">https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/</a> Same-same, but different &ndash; Best practice for recycling boilerplate tender, bid &amp; proposal content <a href="https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/">https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/</a> Leveraging a tender or bid win to get more than your fair share <a href="https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/">https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/</a> Tender debriefing with the client <a href="https://www.julianmidwinter.com.au/2013/01/tender-debriefing/">https://www.julianmidwinter.com.au/2013/01/tender-debriefing/</a> Episode Transcript: <a href="https://www.professionallychallenged.com/">https://www.professionallychallenged.com/</a>See <a href="https://omnystudio.com/listener">omnystudio.com/listener</a> for privacy information.

<description>&lt;p&gt;In this episode, Rob Patterson of &lt;a href="https://www.parkinslane.com.au/"&gt;Parkins Lane&lt;/a&gt; and Paul Evans of &lt;a href="https://www.torodigital.com.au/"&gt;Toro Digital&lt;/a&gt; are joined by Amy Burton-Bradley, Consulting Director at &lt;a href="https://www.julianmidwinter.com.au"&gt;Julian Midwinter&lt;/a&gt;.&lt;/p&gt; &lt;p&gt;We discuss:&lt;/p&gt; &lt;ul&gt; &lt;li&gt;Should you always say &amp;lsquo;yes&amp;rsquo; to a RFP/RFT? Amy outlines the key factors that need to be considered before engaging resources to develop a reply:&lt;/li&gt; &lt;ol&gt; &lt;li&gt;Is there an existing relationship?&amp;nbsp;&lt;/li&gt; &lt;li&gt;Does it aligns to firm&amp;rsquo;s strategy and core business?&lt;/li&gt; &lt;/ol&gt; &lt;/ul&gt; &lt;ul&gt; &lt;li&gt;How to use the first 48 hours of receiving an RFP/RFT to determine whether the firm prepares a response:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;Set up a 30min meeting with key internal stakeholders.&lt;/li&gt; &lt;li&gt;Circulate the request and ensure parties read it prior to the meeting.&lt;/li&gt; &lt;li&gt;Complete a &lt;a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf"&gt;Bid/No Bid&lt;/a&gt; checklist.&lt;/li&gt; &lt;li&gt;In the meeting, share information/intel about the client: relationships, incumbents and assign responsibilities for preparing the response.&lt;/li&gt; &lt;li&gt;Capture replies and reasoning as to why/why not to proceed.&lt;/li&gt; &lt;/ul&gt; &lt;li&gt;How to decline a RFP/RFT.&lt;/li&gt; &lt;li&gt;Elements of a reply:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;How to standout in the Executive Summary&lt;/li&gt; &lt;li&gt;What &amp;lsquo;value adds&amp;rsquo; are actually valuable to a client and how to up the ante, and&amp;nbsp;&lt;/li&gt; &lt;li&gt;Can alternative/creative pricing really set you apart from the next firm?&amp;nbsp;&lt;/li&gt; &lt;/ul&gt; &lt;li&gt;How much impact does the procurement team play in assessing and assigning panel firms? And why you should always - win or lose - ask for a &lt;a href="https://www.julianmidwinter.com.au/2013/01/tender-debriefing/"&gt;debrief&lt;/a&gt; and conduct an internal meeting.&lt;/li&gt; &lt;li&gt;You&amp;rsquo;ve won - wohoo! Understanding appropriate ways to get to know the client better and get a fair &lt;a href="https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/"&gt;(greater) share of the work&lt;/a&gt;.&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;&lt;br&gt;&lt;br&gt;&lt;/p&gt; &lt;p&gt;&lt;strong&gt;Connect with Amy:&amp;nbsp;&amp;nbsp;&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;On LinkedIn&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.linkedin.com/in/amyburtonbradley/"&gt;https://www.linkedin.com/in/amyburtonbradley/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Julian Midwinter website&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.julianmidwinter.com.au/profile/amy-burton-bradley/"&gt;https://www.julianmidwinter.com.au/profile/amy-burton-bradley/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Email Amy&lt;/p&gt; &lt;p&gt;&lt;a href="mailto:abb@julianmidwinter.com.au"&gt;mailto:abb@julianmidwinter.com.au&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&amp;nbsp;&lt;/p&gt; &lt;p&gt;&lt;strong&gt;Resources mentioned:&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;20 question bid or no bid assessment checklist &lt;a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf"&gt;https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Tender and bid debriefing guide for internal teams&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf"&gt;https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&amp;nbsp;&lt;/p&gt; &lt;p&gt;&lt;strong&gt;Blogs mentioned:&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;Why firms keep bidding on losers and what you can do about it&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/"&gt;https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;How to run a kick-off meeting for your tender, bid or proposal&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/"&gt;https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Same-same, but different &amp;ndash; Best practice for recycling boilerplate tender, bid &amp;amp; proposal content&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/"&gt;https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Leveraging a tender or bid win to get more than your fair share&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/"&gt;https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Tender debriefing with the client&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.julianmidwinter.com.au/2013/01/tender-debriefing/"&gt;https://www.julianmidwinter.com.au/2013/01/tender-debriefing/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&lt;br&gt;&lt;strong&gt;Episode Transcript:&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.professionallychallenged.com/"&gt;https://www.professionallychallenged.com/&lt;/a&gt;&lt;/p&gt;&lt;p&gt;See &lt;a href="https://omnystudio.com/listener"&gt;omnystudio.com/listener&lt;/a&gt; for privacy information.&lt;/p&gt;</description>

Amy Burton-Bradley, the Consulting Director at Julian Midwinter. has over 15 years of experience in writing bids and tenders for professional services firms. Over a 10 year period, Amy has prepared over 350 successful bids and tenders.

Playing the long game to win a bid or tender

In this episode, Rob Patterson of <a href="https://www.parkinslane.com.au/">Parkins Lane</a> and Paul Evans of <a href="https://www.torodigital.com.au/">Toro Digital</a> are joined by Jodie Baker, Founder and CEO of <a href="https://www.xakiatech.com/">Xakia Technologies</a>. We discuss: <ul> <li>How legal technology is enabling better process flow and greater efficiencies, especially for in-house counsel to manage workflow.</li> <li>How Xakia came to be and the key elements that enabled it&rsquo;s growth and more broadly the adoption of legal tech:</li> <ol> <li>Cloud computing has allowed smaller teams to access more sophisticated software at a fraction of the price; and&nbsp;</li> <li>A &ldquo;do more with less&rdquo; mentality, especially post-GFC where companies retained a lot of work in-house. Companies today are continually striving for technology to enable efficiencies.</li> </ol> <li>Lessons learnt when taking a tech startup global, and the impact of privacy, culture and regulatory constraints. As well as, outsourcing elements of the business that are not core to your service.</li> <li>The growth and global perception of legal tech in Australia and how <a href="https://alta.law/">ALTA</a> (Australian Legal Technology Association) was born out of a desire to build a &lsquo;brand&rsquo; and recognition of dedicated legal technology companies in Australia.&nbsp;</li> <li>The future of ALTA and how legal tech companies can grow their network and business.</li> </ul> Connect with Jodie: On LinkedIn <a href="https://www.linkedin.com/in/jodiebakerxakia/">https://www.linkedin.com/in/jodiebakerxakia/</a> Xakia Technologies website <a href="https://www.xakiatech.com/">https://www.xakiatech.com/</a> Email <a href="mailto:jodie.baker@xakiatech.com">jodie.baker@xakiatech.com</a> Episode Transcript: <a href="https://www.professionallychallenged.com/episodes/the-australian-legal-tech-market/">https://www.professionallychallenged.com/episodes/the-australian-legal-tech-market/</a> &nbsp;See <a href="https://omnystudio.com/listener">omnystudio.com/listener</a> for privacy information.

<description>&lt;p&gt;In this episode, Rob Patterson of &lt;a href="https://www.parkinslane.com.au/"&gt;Parkins Lane&lt;/a&gt; and Paul Evans of &lt;a href="https://www.torodigital.com.au/"&gt;Toro Digital&lt;/a&gt; are joined by Jodie Baker, Founder and CEO of &lt;a href="https://www.xakiatech.com/"&gt;Xakia Technologies&lt;/a&gt;.&lt;/p&gt; &lt;p&gt;We discuss:&lt;/p&gt; &lt;ul&gt; &lt;li&gt;How legal technology is enabling better process flow and greater efficiencies, especially for in-house counsel to manage workflow.&lt;/li&gt; &lt;li&gt;How Xakia came to be and the key elements that enabled it&amp;rsquo;s growth and more broadly the adoption of legal tech:&lt;/li&gt; &lt;ol&gt; &lt;li&gt;Cloud computing has allowed smaller teams to access more sophisticated software at a fraction of the price; and&amp;nbsp;&lt;/li&gt; &lt;li&gt;A &amp;ldquo;do more with less&amp;rdquo; mentality, especially post-GFC where companies retained a lot of work in-house. Companies today are continually striving for technology to enable efficiencies.&lt;/li&gt; &lt;/ol&gt; &lt;li&gt;Lessons learnt when taking a tech startup global, and the impact of privacy, culture and regulatory constraints. As well as, outsourcing elements of the business that are not core to your service.&lt;/li&gt; &lt;li&gt;The growth and global perception of legal tech in Australia and how &lt;a href="https://alta.law/"&gt;ALTA&lt;/a&gt; (Australian Legal Technology Association) was born out of a desire to build a &amp;lsquo;brand&amp;rsquo; and recognition of dedicated legal technology companies in Australia.&amp;nbsp;&lt;/li&gt; &lt;li&gt;The future of ALTA and how legal tech companies can grow their network and business.&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;&lt;strong&gt;Connect with Jodie:&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;On LinkedIn&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.linkedin.com/in/jodiebakerxakia/"&gt;https://www.linkedin.com/in/jodiebakerxakia/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Xakia Technologies website&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.xakiatech.com/"&gt;https://www.xakiatech.com/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Email&lt;/p&gt; &lt;p&gt;&lt;a href="mailto:jodie.baker@xakiatech.com"&gt;jodie.baker@xakiatech.com&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&lt;strong&gt;Episode Transcript:&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.professionallychallenged.com/episodes/the-australian-legal-tech-market/"&gt;https://www.professionallychallenged.com/episodes/the-australian-legal-tech-market/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&amp;nbsp;&lt;/p&gt;&lt;p&gt;See &lt;a href="https://omnystudio.com/listener"&gt;omnystudio.com/listener&lt;/a&gt; for privacy information.&lt;/p&gt;</description>

Jodie founded Xakia Technologies, a software as a service tool that helps in house counsel managers automate their workflow. On top of being the CEO of Xakia, Jodie is the chair of the Australian Legal Technology Association and is the advisory board co-chair of the College of Law Australia's Centre for Legal Innovation.

The Australian legal tech market and how it’s enabling efficiencies for in-house legal teams

In this episode, Rob Patterson of <a href="https://www.parkinslane.com.au/">Parkins Lane</a> and Paul Evans of <a href="https://www.torodigital.com.au/">Toro Digital</a> are joined by Ping Chew, Founder of <a href="https://pingpublicity.com.au/">Ping Publicity</a>. &nbsp; We discuss: <ul> <li>Why it&rsquo;s important to apply Ping&rsquo;s &ldquo;so what?&rdquo; &ldquo;who cares?&rdquo; test to remain objective when writing a media release.</li> <li>The benefits of researching the topic/subject matter and journalist to find a better hook.</li> <li>The difference between a pitch and a media release.</li> <li>The key elements to determine &lsquo;newsworthiness&rsquo;. Also read Ping&rsquo;s blog, &ldquo;<a href="https://pingpublicity.com.au/what-does-newsworthy-mean/">What does newsworthy mean?</a>&rdquo;</li> <li>How to structure a media release:</li> <ul> <li>Heading: should be no more than 8 words and say exactly what it is about, as simply as possible.</li> <li>1st and 2nd paragraph: to contain all (and/or relevant) newsworthy elements.</li> <li>Quote: from the main contact / source.</li> <li>3rd and following paragraph: introduce the person and/or provide any further supporting information.</li> </ul> <li>How to structure your email to a journalist:</li> <ul> <li>Pitch the story in 8-9 words.&nbsp;</li> <li>Copy and paste media release into the body of the email.</li> <li>Include a 1 link that contains all additional/supporting material: photographs, research, reports.&nbsp;</li> <li>Follow up with the journalist 3-5 days after pitching your story.</li> </ul> <li>Should you offer exclusivity on your story?</li> </ul> Connect with Ping:&nbsp;&nbsp; On LinkedIn <a href="https://www.linkedin.com/in/pingchew/">https://www.linkedin.com/in/pingchew/</a> <a href="https://pingpublicity.com.au/"></a>Ping Publicity website <a href="https://pingpublicity.com.au/">https://pingpublicity.com.au/</a> Email <a href="mailto:ping@pingpublicity.com.au">ping@pingpublicity.com.au</a> Episode transcript <a href="https://www.professionallychallenged.com/episodes/how-to-cut-through-and-have-your-media-release-picked-up-by-a-journalist/">https://www.professionallychallenged.com/episodes/how-to-cut-through-and-have-your-media-release-picked-up-by-a-journalist/</a> &nbsp;See <a href="https://omnystudio.com/listener">omnystudio.com/listener</a> for privacy information.

<description>&lt;p&gt;In this episode, Rob Patterson of &lt;a href="https://www.parkinslane.com.au/"&gt;Parkins Lane&lt;/a&gt; and Paul Evans of &lt;a href="https://www.torodigital.com.au/"&gt;Toro Digital&lt;/a&gt; are joined by Ping Chew, Founder of &lt;a href="https://pingpublicity.com.au/"&gt;Ping Publicity&lt;/a&gt;.&lt;/p&gt; &lt;p&gt;&amp;nbsp;&lt;/p&gt; &lt;p&gt;We discuss:&lt;/p&gt; &lt;ul&gt; &lt;li&gt;Why it&amp;rsquo;s important to apply Ping&amp;rsquo;s &amp;ldquo;so what?&amp;rdquo; &amp;ldquo;who cares?&amp;rdquo; test to remain objective when writing a media release.&lt;/li&gt; &lt;li&gt;The benefits of researching the topic/subject matter and journalist to find a better hook.&lt;/li&gt; &lt;li&gt;The difference between a pitch and a media release.&lt;/li&gt; &lt;li&gt;The key elements to determine &amp;lsquo;newsworthiness&amp;rsquo;. Also read Ping&amp;rsquo;s blog, &amp;ldquo;&lt;a href="https://pingpublicity.com.au/what-does-newsworthy-mean/"&gt;What does newsworthy mean?&lt;/a&gt;&amp;rdquo;&lt;/li&gt; &lt;li&gt;How to structure a media release:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;Heading: should be no more than 8 words and say exactly what it is about, as simply as possible.&lt;/li&gt; &lt;li&gt;1st and 2nd paragraph: to contain all (and/or relevant) newsworthy elements.&lt;/li&gt; &lt;li&gt;Quote: from the main contact / source.&lt;/li&gt; &lt;li&gt;3rd and following paragraph: introduce the person and/or provide any further supporting information.&lt;/li&gt; &lt;/ul&gt; &lt;li&gt;How to structure your email to a journalist:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;Pitch the story in 8-9 words.&amp;nbsp;&lt;/li&gt; &lt;li&gt;Copy and paste media release into the body of the email.&lt;/li&gt; &lt;li&gt;Include a 1 link that contains all additional/supporting material: photographs, research, reports.&amp;nbsp;&lt;/li&gt; &lt;li&gt;Follow up with the journalist 3-5 days after pitching your story.&lt;/li&gt; &lt;/ul&gt; &lt;li&gt;Should you offer exclusivity on your story?&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;&lt;br&gt;&lt;br&gt;&lt;/p&gt; &lt;p&gt;Connect with Ping:&amp;nbsp;&amp;nbsp;&lt;/p&gt; &lt;p&gt;On LinkedIn&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.linkedin.com/in/pingchew/"&gt;https://www.linkedin.com/in/pingchew/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&lt;a href="https://pingpublicity.com.au/"&gt;&lt;/a&gt;Ping Publicity website&lt;/p&gt; &lt;p&gt;&lt;a href="https://pingpublicity.com.au/"&gt;https://pingpublicity.com.au/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Email&lt;/p&gt; &lt;p&gt;&lt;a href="mailto:ping@pingpublicity.com.au"&gt;ping@pingpublicity.com.au&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Episode transcript&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.professionallychallenged.com/episodes/how-to-cut-through-and-have-your-media-release-picked-up-by-a-journalist/"&gt;https://www.professionallychallenged.com/episodes/how-to-cut-through-and-have-your-media-release-picked-up-by-a-journalist/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&amp;nbsp;&lt;/p&gt;&lt;p&gt;See &lt;a href="https://omnystudio.com/listener"&gt;omnystudio.com/listener&lt;/a&gt; for privacy information.&lt;/p&gt;</description>

Today's guest is Ping Chu, Managing Director of Ping Publicity. Ping has worked in Singapore, Vancouver, and Melbourne in numerous roles including as a media advisor to government, a senior PR agency consultant, a communications manager, a journalist, and a university lecturer. Her successful approach to publicity is based on anchoring yourself on journalism fundamentals.

How to cut through and have your media release picked up by a journalist

In this episode, Rob Patterson of <a href="https://www.parkinslane.com.au/">Parkins Lane</a> and Paul Evans of <a href="https://www.torodigital.com.au/">Toro Digital</a> are joined by Katherine Thomas, CEO of <a href="https://www.freerangelawyers.com/">Free Range Lawyers</a>. We discuss: <ul> <li>What is contract lawyering and how Free Range Lawyers is matching the supply (lawyer) and demand (law firm) markets.&nbsp;</li> <li>External factors that have given rise to contract lawyering:</li> <ul> <li>Technological changes/advancements</li> <li>Changing attitudes to work/life</li> <li>Increase buyer choice and the need to find more efficient/creative ways to work</li> <li>Firms reducing their resource cost base by employing contract lawyers to match demand/peak periods</li> <li>Environment, health and well-being&nbsp;</li> </ul> <li>Key psychographic factors and the screening process to ensure a contract lawyer is fit for remote working.</li> <li>How to operate as a team when you have remote/contract lawyers and the most effective ways to onboard/induct a contract lawyer.</li> <li>The responsibilities of being an independent contractor.</li> <li>How Free Range Lawyers creates a sense of belonging with a &lsquo;remote&rsquo; community.</li> </ul> Connect with Katherine:&nbsp;&nbsp; On LinkedIn <a href="https://www.linkedin.com/in/katherinethomas75/">https://www.linkedin.com/in/katherinethomas75/</a> Free Range Lawyer website <a href="https://www.freerangelawyers.com/">https://www.freerangelawyers.com/</a> Email <a href="mailto:katherine@freerangelawyers.com">katherine@freerangelawyers.com</a> Episode transcript <a href="https://www.professionallychallenged.com/episodes/the-rise-of-contract-lawyering/">https://www.professionallychallenged.com/episodes/the-rise-of-contract-lawyering/</a>See <a href="https://omnystudio.com/listener">omnystudio.com/listener</a> for privacy information.

<description>&lt;p&gt;In this episode, Rob Patterson of &lt;a href="https://www.parkinslane.com.au/"&gt;Parkins Lane&lt;/a&gt; and Paul Evans of &lt;a href="https://www.torodigital.com.au/"&gt;Toro Digital&lt;/a&gt; are joined by Katherine Thomas, CEO of &lt;a href="https://www.freerangelawyers.com/"&gt;Free Range Lawyers&lt;/a&gt;.&lt;/p&gt; &lt;p&gt;We discuss:&lt;/p&gt; &lt;ul&gt; &lt;li&gt;What is contract lawyering and how Free Range Lawyers is matching the supply (lawyer) and demand (law firm) markets.&amp;nbsp;&lt;/li&gt; &lt;li&gt;External factors that have given rise to contract lawyering:&lt;/li&gt; &lt;ul&gt; &lt;li&gt;Technological changes/advancements&lt;/li&gt; &lt;li&gt;Changing attitudes to work/life&lt;/li&gt; &lt;li&gt;Increase buyer choice and the need to find more efficient/creative ways to work&lt;/li&gt; &lt;li&gt;Firms reducing their resource cost base by employing contract lawyers to match demand/peak periods&lt;/li&gt; &lt;li&gt;Environment, health and well-being&amp;nbsp;&lt;/li&gt; &lt;/ul&gt; &lt;li&gt;Key psychographic factors and the screening process to ensure a contract lawyer is fit for remote working.&lt;/li&gt; &lt;li&gt;How to operate as a team when you have remote/contract lawyers and the most effective ways to onboard/induct a contract lawyer.&lt;/li&gt; &lt;li&gt;The responsibilities of being an independent contractor.&lt;/li&gt; &lt;li&gt;How Free Range Lawyers creates a sense of belonging with a &amp;lsquo;remote&amp;rsquo; community.&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;&lt;strong&gt;Connect with Katherine:&amp;nbsp;&lt;/strong&gt;&amp;nbsp;&lt;/p&gt; &lt;p&gt;On LinkedIn&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.linkedin.com/in/katherinethomas75/"&gt;https://www.linkedin.com/in/katherinethomas75/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Free Range Lawyer website&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.freerangelawyers.com/"&gt;https://www.freerangelawyers.com/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;Email&lt;/p&gt; &lt;p&gt;&lt;a href="mailto:katherine@freerangelawyers.com"&gt;katherine@freerangelawyers.com&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&lt;strong&gt;Episode transcript&lt;/strong&gt;&lt;/p&gt; &lt;p&gt;&lt;a href="https://www.professionallychallenged.com/episodes/the-rise-of-contract-lawyering/"&gt;https://www.professionallychallenged.com/episodes/the-rise-of-contract-lawyering/&lt;/a&gt;&lt;/p&gt;&lt;p&gt;See &lt;a href="https://omnystudio.com/listener"&gt;omnystudio.com/listener&lt;/a&gt; for privacy information.&lt;/p&gt;</description>

Katherine Thomas, is one half of the team who is behind founding Free Range Lawyers. Prior to starting Free Range Lawyers earlier this year, Katherine spent about 20 years working in the business of law at Wragge and Co, and Pinsent Masons in the UK. While she was at Pinsent Masons, she co-founded Vario, Pinsent Masons' freelancer lawyer community. She is now the CEO of Free Range Lawyers.

The rise of contract lawyering: making it work for both lawyers and law firms

Professionally Challenged is the insider’s guide to the changes currently happening in the legal industry.  

Hosted by Rob Patterson of Parkins Lane and Paul Evans of Toro Digital, we interview the business leaders from law firms, legal groups, legal tech, NewLaw businesses and advisors to the industry.

Professionally Challenged

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