GSJ Consulting

10/09/2026

𝗛𝗼𝘄 𝗠𝗶𝗱-𝗠𝗮𝗿𝗸𝗲𝘁 𝗟𝗮𝘄 𝗙𝗶𝗿𝗺𝘀 𝗖𝗮𝗻 𝗪𝗶𝗻 𝘁𝗵𝗲 𝗞-𝗦𝗵𝗮𝗽𝗲𝗱 𝗠𝗮𝗿𝗸𝗲𝘁

Australia's legal market is splitting in two. Firms at the top of the K are pulling further ahead; those without a clear strategy position risk falling behind.

My thanks to the team at Legal Practice Intelligence for publishng my latest thought leadership piece on why mid-market law firms don't need to imitate Big Law or become tech companies in order to win.

What they do need to be doing is making deliberate, sometimes uncomfortable, choices.

Read the full piece, part of a four-part series, on Legal Practice Intelligence website 👉 https://www.legalpracticeintelligence.com/blogs/executive-intelligence/how-mid-market-law-firms-can-win-the-k-shaped-market



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I support lawyers and other professionals build a book of business. Get in touch 📩 if you want to have a chat about building a sustainable 🌱 and profitable 💰 practice.

10/09/2026

It's Thursday in land.

It's also 𝟭𝟬 𝗦𝗲𝗽𝘁𝗲𝗺𝗯𝗲𝗿, so time to ask: "𝘈𝘳𝘦 𝘺𝘰𝘶 𝘰𝘬𝘢𝘺?"

Get in touch if you need to have a chat...

And if you need reminding 👇

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I support lawyers and other professionals build a book of business. Get in touch 📩 if you want to have a chat about building a sustainable 🌱 and profitable 💰 practice.

28/08/2026

The Gapingvoid Art team's tribute to Dolly Parton is probably the best I have seen so far. Had to share.



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I support lawyers and other professionals build a book of business. Get in touch 📩 if you want to have a chat about building a sustainable 🌱 and profitable 💰 practice.

27/08/2026

𝗦𝗾𝘂𝗲𝗲𝘇𝗲𝗱 𝗙𝗿𝗼𝗺 𝗔𝗹𝗹 𝗦𝗶𝗱𝗲𝘀: 𝗖𝗮𝗻 𝗠𝗶𝗱-𝗠𝗮𝗿𝗸𝗲𝘁 𝗙𝗶𝗿𝗺𝘀 𝗖𝗼𝗽𝗲?

My sincere thanks to the team at Legal Practice Intelligence for publishing the third instalment in my 𝗞-𝗦𝗵𝗮𝗽𝗲𝗱 𝗟𝗲𝗴𝗮𝗹 𝗠𝗮𝗿𝗸𝗲𝘁 𝗦𝗲𝗿𝗶𝗲𝘀.

In this article I contend that mid-market firms are being squeezed from every direction at once: top-tier firms chasing premium work down-market, boutiques offering sharper expertise, ALSPs and technology-enabled firms competing on price, and increasingly capable in-house teams retaining more work themselves.

The risk isn't sudden collapse.

It's what I have termed '𝘤𝘰𝘮𝘧𝘰𝘳𝘵𝘢𝘣𝘭𝘦 𝘶𝘯𝘥𝘦𝘳𝘱𝘦𝘳𝘧𝘰𝘳𝘮𝘢𝘯𝘤𝘦:' a firm that stays busy, respected, and superficially profitable while quietly losing the premium work, senior talent, and pricing power it needs to control its future.

Read my full analysis on the Legal Practice Intelligence website:

https://www.legalpracticeintelligence.com/blogs/practice-intelligence/caught-in-the-middle-the-strategic-challenge-facing-australias-mid-market-law-firms

and let me know if you agree or disagree with the direction the market is going.



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I support lawyers and other professionals build a book of business. Get in touch 📩 if you want to have a chat about building a sustainable 🌱 and profitable 💰 practice.

23/08/2026

𝗦𝘂𝗻𝗱𝗮𝘆 𝗠𝗼𝗿𝗻𝗶𝗻𝗴 𝗜𝗻𝘀𝗽𝗶𝗿𝗮𝘁𝗶𝗼𝗻

"The attaention you give to any action should be in due proportion to its worth."
- Marcus Aurelius, Meditations, 4.32b

Not every email, meeting, event or opportunity deserves the same investment of your time and focus. The challenge is to distinguish between activity that merely keeps you busy, and activity that moves a valuable relationship or opportunity forward.

Before committing your attention, ask:

𝘐𝘴 𝘵𝘩𝘪𝘴 𝘢𝘤𝘵𝘪𝘷𝘪𝘵𝘺 𝘭𝘪𝘬𝘦𝘭𝘺 𝘵𝘰 𝘩𝘦𝘭𝘱 𝘮𝘦 𝘸𝘪𝘯 𝘵𝘩𝘦 𝘳𝘪𝘨𝘩𝘵 𝘸𝘰𝘳𝘬, 𝘴𝘵𝘳𝘦𝘯𝘨𝘵𝘩𝘦𝘯 𝘢𝘯 𝘪𝘮𝘱𝘰𝘳𝘵𝘢𝘯𝘵 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱 𝘰𝘳 𝘤𝘳𝘦𝘢𝘵𝘦 𝘢 𝘮𝘦𝘢𝘯𝘪𝘯𝘨𝘧𝘶𝘭 𝘧𝘶𝘵𝘶𝘳𝘦 𝘰𝘱𝘱𝘰𝘳𝘵𝘶𝘯𝘪𝘵𝘺?

If not, it may not deserve as much attention as you are giving it.



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I support lawyers and other professionals build a book of business. Get in touch 📩 if you want to have a chat about building a sustainable 🌱 and profitable 💰 practice.

20/08/2026

𝗛𝘆𝗽𝗲𝗿𝗻𝗼𝗿𝗺𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻

I read the following in a Gapingvoid Art email this week. What, in the legal word, does this remind you of?

"𝗛𝘆𝗽𝗲𝗿𝗻𝗼𝗿𝗺𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻 is what happens when something is obviously broken, everybody knows it’s broken, and yet everybody carries on as if it isn’t. Some people can’t see what’s wrong. Others see it perfectly well but feel powerless to change it. So they shrug. They adapt. They learn to work around the dysfunction instead of confronting it. Eventually, what once seemed absurd becomes expected."
- Alexei Yurchak



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I support lawyers and other professionals build a book of business. Get in touch 📩 if you want to have a chat about building a sustainable 🌱 and profitable 💰 practice.

20/08/2026

Your firm may have a rate card—but does it really have a pricing strategy?

When partners discount independently, recycle historical quotes and make pricing decisions under pressure, the result is rarely flexibility. It is inconsistency.

That inconsistency quietly erodes margins, weakens market positioning and can undermine client trust.

Pricing is more than a number. It is a signal, a strategy and a leadership decision.

Read why greater pricing discipline is essential to sustainable profitability:

https://www.gsjconsulting.com.au/blog/why-a-lack-of-pricing-discipline-is-undermining-your-profitability/

15/08/2026

If you missed it, Jordan Furlong's blog post this week is well worth a read:

"𝗟𝗼𝗻𝗴 𝗹𝗶𝘃𝗲 𝘁𝗵𝗲 𝗯𝗶𝗹𝗹𝗮𝗯𝗹𝗲 𝗵𝗼𝘂𝗿 𝗺𝘂𝘀𝘁 𝗱𝗶𝗲!

Exploring the legal profession's dysfunctional relationship with a pricing system that became lawyers' unloved but irreplaceable overlord."

https://jordanfurlong.substack.com/p/long-live-the-billable-hour-must?utm_campaign=email-half-post&r=3kje&utm_source=substack&utm_medium=email



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I support lawyers and other professionals build a book of business. Get in touch 📩 if you want to have a chat about building a sustainable 🌱 and profitable 💰 practice.

Exploring the legal profession's dysfunctional relationship with a pricing system that became lawyers' unloved but irreplaceable overlord.

12/08/2026

This week's BD Tips Wednesday post has gone live. In this post I look at how: “Not Now” Does Not Mean “Not Interested”.

Hope you enjoy!

https://www.bdtipswednesday.com/bd-tips-wednesday-posts/not-now-does-not-mean-not-interested

05/08/2026

"𝘔𝘰𝘴𝘵 𝘱𝘳𝘰𝘧𝘦𝘴𝘴𝘪𝘰𝘯𝘢𝘭𝘴 𝘧𝘰𝘤𝘶𝘴 𝘵𝘩𝘦𝘪𝘳 𝘦𝘯𝘦𝘳𝘨𝘺 𝘢𝘵 𝘵𝘩𝘦 𝘱𝘰𝘪𝘯𝘵 𝘸𝘩𝘦𝘳𝘦 𝘸𝘰𝘳𝘬 𝘪𝘴 𝘷𝘪𝘴𝘪𝘣𝘭𝘦. 𝘉𝘶𝘵 𝘨𝘳𝘰𝘸𝘵𝘩 𝘪𝘴 𝘥𝘦𝘤𝘪𝘥𝘦𝘥 𝘮𝘶𝘤𝘩 𝘦𝘢𝘳𝘭𝘪𝘦𝘳: 𝘪𝘯 𝘵𝘩𝘦 𝘶𝘯𝘴𝘦𝘦𝘯 𝘮𝘰𝘮𝘦𝘯𝘵𝘴 𝘸𝘩𝘦𝘳𝘦 𝘵𝘳𝘶𝘴𝘵, 𝘧𝘢𝘮𝘪𝘭𝘪𝘢𝘳𝘪𝘵𝘺 𝘢𝘯𝘥 𝘳𝘦𝘭𝘦𝘷𝘢𝘯𝘤𝘦 𝘢𝘳𝘦 𝘣𝘶𝘪𝘭𝘵."

A recent blog post by me: '𝗧𝗵𝗲 𝗿𝗲𝗮𝗹 𝗯𝗮𝗿𝗿𝗶𝗲𝗿 𝘁𝗼 𝗴𝗿𝗼𝘄𝘁𝗵: 𝘄𝗵𝘆 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹𝘀 𝗺𝗶𝘀𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗱𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁'.

👉 https://www.gsjconsulting.com.au/blog/the-real-barrier-to-growth-why-professionals-misunderstand-business-development/

Reach out if you have any questions.



𝗡𝗲𝗲𝗱 𝗛𝗲𝗹𝗽 𝗪𝗶𝘁𝗵 𝗬𝗼𝘂𝗿 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁?
I'm taking bookings for my Business Development Audit and Coaching program. If you want to talk through how you can boost your business development efforts, drop me a DM.

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Get in touch 📩 if you want to have a chat about building a sustainable 🌱 and profitable 💰 practice