Ann Lee Gibson Consulting - Articles (Overview)

Articles authored by Ann Lee Gibson on new business competition and competitive intelligence are offered here.

45 Tips for Law Firms--How to Create and Use CI (pdf)
Date: 3/1/2008
Abstract: Although competitive intelligence (CI) is a hot topic, many law firms struggle to understand the discipline of CI and its benefits. In this seminal article on CI for law firms, Ann explains CI and the CI cycle. She describes typical law firm tactical and strategic CI assignments and advises how firms can establish a CI function.

Technology Product Review - Thomson's Firm360: A Dynamic CI Research Tool (pdf)
Date: 9/1/2005
Abstract: You want information on new opportunities. You need intelligence on competitive threats. But where do you find reliable sources? Help arrives in a new CI product.

Intelligent Competition (pdf)
Date: 2/1/2005
Abstract: Analysis of competitive intelligence as it is used in law firms - taken from the ABA Journal, February 2005

Revenue Per Equity Partner—a Useful Metric of Law Firm Financial Performance (pdf)
Date: 4/1/2002
Abstract: Revenue per equity partner (RPEP) is a metric, in addition to revenue per lawyer, that is helpful for predicting partner profits. Marketing professionals and observers of the legal marketplace may use the RPEP metric to evaluate the structural and financial performance of individual law firms and industry segments. RPEP may also prove to be a useful metric by which to spot industry-wide changes and, over time, may even describe broader economic cycles.

50 Tips to Help You Win Client Competitions (pdf)
Date: 9/1/2001
Abstract: For law firms, the outcomes of big competitions to select outside counsel drastically affect revenues. For individual lawyers, the result of a single competition can be a make-or-break career event. What are the secrets to victory? Be they large, mid-size or small law firms, the big winners in high-stakes competitions triumph because they understand how the game is played and they play to win. Here are the rules they play by.