Not all revenue is equal. Sue-Ella’s 9R’s of Revenue Value gives you more ways to consider value - beyond billings - in professional services.
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As economic conditions begin to bite, it pays to remember we’ve been here before…
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The 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.
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On 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.
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If you’re one of this year’s bumper crop of new Partners here’s what you need to know about Business Development (BD).
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Moving 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.
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A new financial year can be a great time to give your business development efforts a great big, hard shove. Here are 10 practical ways you can start the year with a BD bang.
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‘How can I possibly work on business development? I’m flat out doing client work.’
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The most common question from professional services firms: how to win more work. The answer isn't elaborate strategy—it's removing internal blockers. Empower everyone (not just partners), streamline approvals to 48 hours, leverage credit manager insights, and test adventurous channels. Most firms don't lack strategy; they have processes that kill opportunities.
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Knowing your share of wallet guides key account objectives…whether to grow, protect and maintain, or reduce client concentration for a resilient practice and long-term stability.
Read MoreFor professional services firms, developing clients and winning more work can sometimes seem like a daunting task. So if you’re looking to kick off or refresh your business development efforts, here are 14 ideas to get you started.
Read MoreIt’s the time of year when owners of professional services firms take a break from working on their clients and think about working on their business.
Read MoreBreaking up may be hard to do, especially when there is money involved. But if you’re not consistently showing bad clients the door you’re not just making your working life less enjoyable, you’re also affecting your business’s ability to grow.
Read MoreI was delighted to see Brown Wright Stein Lawyers recognised for their profit-raising success at the NSW Australian Legal Practice Management Association's (ALPMA) annual end of year round up
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Businesses that recognise the financial challenges faced by their clients during difficult economic times are in a better position to protect their own revenue. Here’s 7 tips for protecting good client relationships.
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