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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The results are in, and most of us agree: BD is more difficult for women in the insolvency and restructuring sector. Could the opportunity for niche profiling and a shift in client profiles offer a ray of hope?
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As economic conditions begin to bite, it pays to remember we’ve been here before…
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You have just 120 hours a year to get your Business Development (BD) done. So what should you focus on?
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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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In 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.
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If your Associates had the chance, they’d probably change a lot about your firm - especially when it comes to the way you’re helping - or not helping them - develop their careers. And I think they are onto something.
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If you have just half an hour to spare, here are another three things that turn around your BD efforts.
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With so much going on right now, it can be hard to get motivated over BD. So here are two things that can make a real difference in just 20 minutes.
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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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You don’t have to abandon your BD efforts just because you’re slopping about the home in athleisure.
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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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Between Melbourne Cup and Christmas there are just 49 days. But that’s all the time you need to set yourself up for a big 2019.
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Having trouble getting the Business Development (BD) engine running again? Here are 6 ways that will help you kickstart it.
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The best ideas are usually brilliantly simple ones, like making your best type of client your next business development hire.
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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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When it comes to the way your law firm operates - and what you expect your lawyers to do to keep it profitable - you might be surprised what your associates don’t understand.
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‘How can I possibly work on business development? I’m flat out doing client work.’
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Winning new clients is hard work. But it becomes a lot easier if you hit them with your pitch when they’re actually receptive to it.
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