Sue-Ella joined Lawyers Weekly's Boutique Lawyer Show to talk about one of the most-avoided conversations in professional services: asking for work. In under 24 minutes, they cover the mindset, the mechanics, and why the best rainmakers have made it a habit. Listen now.
Read MoreWinning new clients takes time, money and effort. Earning more work from the ones you already have? That's a smarter place to start. Here are 13 practical ways lawyers and accountants can deepen existing client relationships and earn more work in the process.
Read MoreAsking for work feels awkward. Here are seven tactics that shift the conversation from selling to helping - so you win clients without being pushy."
Read MoreFour practical ways partners in law and accounting firms can use CRM, AI and clearer content to modernise business development and grow the right client work.
Read MoreHow Firms can win from the pitching process even though they don’t win the pitch.
Read MoreEvery firm has them: quiet achievers who deliver real value. Here's how to support them with business development that plays to their ‘super powers’.
Read MoreIs BD a natural talent or a learned skill? This article explores the real drivers behind effective business development — especially for professionals who don’t fit the stereotype.
Read MoreLeverage the fresh start effect to refresh relationships, set small goals, and refocus your business development plans.
Read MoreMeetings with prospective clients are a critical part of any lawyer’s business development efforts, but striking the right balance between under-preparation and over-preparation can be challenging. Sue-Ella's S.L.A.Y. framework—Share, Learn, Ask or Affirm, and 'Yes' —provides a clear, actionable method for preparing effectively.
Read MoreIn this episode of The Boutique Lawyer Show, host Jerome Doraisamy welcomes back Prodonovich Advisory Principal, Sue-Ella Prodonovich (who also regularly serves as a judge for Lawyers Weekly awards programs), to discuss how business development can, and does, prove more difficult for women leaders in law.
Read MoreBD can be more difficult if you don’t fit the stereotype…
Read MoreShutting down your phone and talking frankly could be the key to growing your practice. Here’s why.
Read MoreThe most common question professionals ask is 'how do I win more work?' The answer: stop thinking about winning. Learn why successful practices build platforms that orchestrate relationships rather than pipelines that chase transactions, and discover three strategic shifts to transform your approach to business development.
Read MoreIn my view, most firms make it too easy to say ‘no’ to pitching for work. Here are 8 reasons to say ‘Yes’ to a Request For Proposal (RFP) you don’t think you can win.
Read MoreAnyone who’s read my articles for any length of time will be aware of my contempt for pushy cross-selling. But that doesn’t mean you shouldn’t be servicing your clients by joining with your firm’s other sections, areas or practice groups; far from it.
Read MoreYou invested nights and weekends in a pitch, only to learn someone else won—with zero explanation why. Here's the 7-step framework for turning pitch losses into strategic intelligence: from demanding debrief commitments upfront to conducting cost-benefit analysis on whether to pursue similar work again.
Read MoreBeing ignored by someone who asked you to contact them is one of the most frustrating and, frankly, humiliating things we can face as professionals. So if you’re being ‘ghosted’, here’s what to do…
Read MoreFor a long time the cross-sell between practices was seen as the obvious path for growth in professional services firms. Well, I disagree - at least in part. Here’s 5 reasons why.
Read MoreOn this episode of The Boutique Lawyer Show, host Jerome Doraisamy and Sue-Ella discuss some of the potential pitfalls of cross-selling by law firms.
Read MoreYou don’t have to abandon your BD efforts just because you’re slopping about the home in athleisure.
Read More
![The Boutique Lawyer Show: Why BD is harder for some than others [Podcast]](https://images.squarespace-cdn.com/content/v1/5c638a91fb22a575618ec3cc/1700600955263-F4ZK6P7I3D5ATMA5FDX5/Personality_Website+%28500+%C3%97+500+px%29+%2874%29.png)
