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I recently joined Amy Bruce, marketing director at Osprey Approach and host of the Empowering Law Firm Leaders podcast, for episode 32, where I shared my perspective on what truly drives value in modern law firms – and what it takes to build a business that is not just growing, but genuinely worth buying. Together, we explored the behaviours, habits, and operational models that set high-performing, scalable firms apart, and how leaders can build momentum through focused actio

At the beginning of 2026 I wrote an article about the importance of cross selling to value creation in PE backed firms and those preparing their investment case. Whilst aggressive buy and build strategies scales your firm quickly, real asset growth and sustainability comes from investing in an integrated and strategically aligned focus on real value. Cross sell is highly effective and very low risk. In PE-backed professional services firms, cross-selling is often identified

I have been having some fascinating conversations about growth, investment and purpose this week. It is early 2026 and for much of the past two years, the story told to a wide range of SME and Mid-tier managing partners has been simple and seductive: scale is inevitable, PE is circling, valuations are high, and now is the moment. But currently that story is looking far less convincing. Market Growth Does Not Equal Firm Value The UK legal services market is, on paper, in rude

For professional services firms — particularly those that are private-equity backed or preparing for investment — growth is often discussed in terms of acquisitions, new markets, or service expansion. Yet one of the most powerful value-creation levers is frequently overlooked, poorly executed, or quietly abandoned: cross-selling. When done well, cross-selling increases revenue per client, deepens relationships, improves retention, and reduces concentration risk. All of these

Professional services firms typically face the challenge of converting inquiries into actual work. This is a common struggle that many ambitious firms encounter as they strive to grow and expand their business. However, there are strategies that can be employed to unlock growth opportunities and overcome this hurdle. One effective strategy is to focus on building a strong brand within the industry. By establishing a solid reputation and clearly communicating the firm's expert