Bernard Savage: demystifying business development for professional services firms

This conversation is brought to you by ReceptIO, learn more here. In this episode of the Your Law Firm Success Podcast, host Stephen Moore returns after a short break to explore one of the most talked-about topics in the legal world right now: AI integration. Stephen is joined by Alex Hutchinson, an expert in helping boutique law firms implement technology to boost efficiency, productivity, and client service. Together, they break down how law firms can take practical steps toward adopting AI — starting with defining a clear narrative, identifying specific use cases, and understanding how these tools fit into existing workflows. Alex also shares his perspective on the importance of aligning AI strategy with client expectations and firm-wide goals, offering actionable insights for legal leaders ready to embrace change. If you're a managing partner, operations lead, or forward-thinking lawyer wondering how to make AI work for your firm, this episode is packed with practical advice to get you started. ⏱️ Episode Breakdown 00:00 – Welcome back to the Your Law Firm Success Podcast 00:42 – Introducing Alex Hutchinson: AI expert for law firms 03:15 – The common challenges law firms face with tech adoption 07:09 – Understanding AI’s impact on the legal industry 12:32 – Why every firm needs a clear AI narrative 16:56 – How to build your narrative from the ground up 17:10 – Crafting a firm-wide mission statement 18:02 – Adapting your message for different practice areas 19:11 – Communicating AI goals effectively across the firm 19:56 – Identifying realistic AI use cases 21:21 – Defining and documenting your use cases 24:03 – Implementing AI tools in legal practice 29:44 – The future of AI in the legal sector 32:07 – Closing thoughts and takeaways Listen now to learn how to bridge the gap between curiosity and implementation — and set your law firm up for success in the age of AI.

In this episode, Stephen Moore sits down with Shaun Jardine to discuss the decline of hourly billing in the legal profession and the rise of value-based pricing. Together, they delve into the profound implications this shift has for clients, lawyers, and law firms. Topics include the challenges of adopting new pricing models, understanding client value, and how technology is revolutionising legal services. Shaun draws on his experience as a consultant to highlight the importance of effective communication and change management within firms, while Stephen explores how value-based pricing can transform law firms financially. He also discusses the benefits of empowering lawyers to choose their clients and establish stronger, more transparent relationships. The conversation takes a forward-looking turn as they consider the evolving legal profession, touching on the influence of technological advancements and the changing expectations of younger lawyers entering the field. Don’t miss this insightful discussion on the future of legal services and the transformative power of pricing innovation. 00:00 – Ditching the Billable Hour: An Introduction 02:49 – Value-Based Pricing: A New Paradigm 05:54 – The Challenges of Change in Legal Practices 09:10 – Understanding Client Value and Outcomes 12:12 – The Role of Technology and AI in Legal Services 15:02 – The Importance of Effective Communication with Clients 17:54 – The Penguin Metaphor: Change Management in Law Firms 21:13 – The Future of Legal Pricing and Client Relationships 25:02 – Value-Based Pricing: A Game Changer for Law Firms 30:39 – Empowering Lawyers: The Shift in Client Relationships 39:39 – Financial Outcomes: The Impact of Value-Based Pricing 46:54 – The Future of Law: Adapting to Change and New Generations

In this episode of the Your Law Firm Success podcast, Stephen Moore interviews Danae Shell, co-founder of Valla, a disruptive employment law service that leverages technology and generative AI to improve access to justice. Danae shares her journey from software engineering to legal tech, the evolution of Valla's business model, and how social media, particularly TikTok, has driven user engagement and awareness. The conversation explores the changing landscape of legal services, the role of generative AI, and the future of self-representation in employment law. 00:00 Introduction to Valla and Danae Shell 02:48 Danae's background and the birth of Valla 05:54 The evolution of Valla's business model 08:48 Growth and user engagement through social media 11:52 Leveraging TikTok for legal awareness 15:00 The future of legal services and Valla's vision 17:51 Generative AI's role in legal services 21:13 The changing landscape of employment law 24:03 Conclusion and future directions for Valla Takeaways Valla aims to provide access to justice using technology. Danae's background in software engineering influenced Valla's creation. The initial focus was on discrimination cases in employment law. Social media, especially TikTok, has been crucial for user engagement. Generative AI is transforming the efficiency of legal services. The legal industry is moving towards unbundled services for consumers. Self-representation is becoming more common in employment law cases. Danae emphasises the importance of addressing consumer uncertainty. Valla's model allows users to interact directly with the legal system. The future of legal services will involve more consumer-driven solutions.

In this episode of the Your Law Firm Success podcast, Stephen Moore interviews April Bingham, co-founder of Bellwether Green, who shares her journey of starting a law firm during the 2008 financial crisis. April discusses the advantages of running a boutique firm, the importance of building strong relationships, and the challenges of managing a growing legal practice. She emphasizes the significance of networking, the role of existing clients, and the collaborative opportunities within the legal profession. The conversation also touches on the balance between maintaining high standards and fostering a positive firm culture as the firm expands. Takeaways April Bingham co-founded Bellwether Green during the 2008 financial crisis. The firm aims to maintain a boutique ethos while delivering high-quality work. Building strong relationships is fundamental to success in the legal industry. The billable hour can coexist with relationship-building in legal practice. Professional advisors are key sources of referrals for business development. Existing clients can provide repeat business over time. Collaboration among lawyers can lead to mutual support and new opportunities. Succession planning is an important service for law firms. Maintaining a strong firm culture is crucial as the firm grows. Management challenges are common in law firms, requiring strategic solutions. Chapters 00:00 Starting a Law Firm During a Crisis 02:55 The Boutique Firm Advantage 05:53 Building Relationships for Success 08:49 Navigating the Billable Hour 12:01 Strategic Business Development 14:54 Leveraging Professional Networks 18:01 The Importance of Existing Clients 20:57 Collaborative Opportunities in Law 23:54 Challenges of Growth and Management 26:47 Fostering a Strong Firm Culture 30:08 Looking Ahead: Future Challenges

In this episode of the Your Law Firm Success podcast, Stephen Moore interviews Brian Inkster, a prominent figure in the Scottish legal scene. They discuss Brian's journey in the legal profession, the innovative 'plug-and-play law' model he developed, and the importance of technology in modern legal services. Brian shares his scepticism towards AI hype and emphasises the need for law firms to focus on existing technologies that enhance efficiency. The conversation concludes with Brian's definition of success in the legal field, highlighting the importance of supporting solicitors in their practice.   takeaways Brian Inkster describes his journey as an overnight success that took 25 years. The plug-and-play law model lets solicitors focus on practising law without administrative burdens. Early adoption of cloud technology has been crucial for Inkster's operations. Generative AI is often misunderstood; it lacks true intelligence and understanding. Lawyers have always used templates; AI should not replace this established practice. The legal process engineer role is vital for implementing technology effectively in law firms. AI can assist in summarizing documents but lacks the context needed for legal precision. The legal industry must not get distracted by AI hype and should focus on existing technologies. Brian's vision of success includes creating a supportive environment for solicitors. Efficiency in legal services can lead to happier lawyers and better client service.

From running a painting and decorating company to establishing and growing one of the most recognised legal tech brands in the UK, Callum’s journey has not been a typical one. In this session with Stephen he talks about this and, of course, AI’s likely impact on the delivery of legal services (maybe not what you think…).

Practical tips you can introduce every day to improve your chances of achieving business growth.

On leadership, culture and practical tips on how to get your pricing right.

Regarded as a legal powerhouse of the Northwest, Joy has an incredible track record as a managing partner. Under her leadership, both Pannone and latterly JMW Solicitors experienced growth of more than £100 million. In this episode of the Your Law Firm Success podcast Joy explains how she used strategic hiring and recruitment as key drivers for success. 

In this episode of the Your Law Firm Success podcast Ruth discusses the challenges of being a Managing Partner and a fee earner, succession planning in a small firm and the increasingly important issue of attracting and retaining female talent.