Winning 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 MoreNot all revenue is equal. Sue-Ella’s 9R’s of Revenue Value gives you more ways to consider value - beyond billings - in professional services.
Read MoreWhy do so many law firm innovations flop? Because they’re built in a vacuum. In this guide, Michele DeStefano and Sue-Ella Prodonovich explore how lawyers can stop “dancing with themselves” and instead innovate with their clients—delivering value that’s co-created, not just well-intended.
Read MoreClient loyalty isn’t about trust—it’s about habit. The easier you make it to stay, the harder it is to leave. Here’s how to build that advantage.
Read MoreLeverage the fresh start effect to refresh relationships, set small goals, and refocus your business development plans.
Read MoreBeing “client-centric” has almost become a cliché in the way firms describe themselves. However, some leading thinkers in the legal field see the ability of lawyers to say “no” as a key element of their professionalism, writes Andrew Mckenzie.
Read MoreDo lawyers make great leaders? Professor Michele DeStefano believes they can—but it takes more than technical skill to earn true followership. Here’s her Three Rules of Engagement to help you make the shift from subject matter expert to a trusted adviser and leader…
Read MoreWinning back clients can be easier than wooing new ones. Wondering how to do that? The key is understanding why they left in the first place.
Read MoreIf you left your firm would your clients follow you to a new one?* If you don’t know then your probably don’t know your clients well enough.
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 MoreResearch shows client loyalty doesn't come from delight … it comes from reducing effort. Why being reliable and easy to work with beats spectacular gestures.
Read MoreSaying thank you isn’t just good manners, it’s also good for business
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 MoreYou don’t have to abandon your BD efforts just because you’re slopping about the home in athleisure.
Read MoreMoving your practice but don’t know how your clients will take it? Find out exactly what you need to say to them and how you should behave to ensure a smooth transition in this 9-step Guide.
Read MoreSix signs it's time to rotate your Client Relationship Partner (CRP). Expert advice on CRP succession planning for law firms, accounting firms and professional services firms.
Read MoreGood work isn't just technical expertise. It's systematic client experience management. Learn the four-phase framework that turns satisfied clients into your most powerful marketing engine.
Read MoreWith COVID-19 forcing big changes to our work, keeping up the relationship with your clients requires a new set of rules.
Read MoreThe environment we’re doing business in right now suits a different type of business development and a different type of professional. We look at the rules of doing business during COVID-19.
Read MoreWhat are the factors that make a barrister a "barrister of choice" in 2020? Gone are the days of whisky-laden trolleys, cerise-ribboned briefs, Luddism being de rigour, prohibitions on barristers visiting solicitors offices, and women barristers being “novel”.
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