Every firm has them: quiet achievers who deliver real value. Here's how to support them with business development that plays to their ‘super powers’.
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Is 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.
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Being “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.
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The ‘silly season’ is upon us, and if you’re an introvert like me, chances are you could be dreading it… That’s why I’ve come up with these tips to help you find it both rewarding and (dare I say) enjoyable.
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Do 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…
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If you’re one of this year’s crop of new Partners let me begin by saying congratulations. Partnership is a significant career milestone and one you should be celebrating. It also means you’re going to have to have a solid game plan for cementing your position and growing your practice into everything it should be.
Here’s my 10-point plan for doing just that …
As the pressure to innovate mounts, firms are looking for previously unexplored avenues which may provide competitive advantage.
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The key to professional services success could be to ditch the people you don’t get along with.
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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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Professional services firms that fail to properly utilise their experienced talent do themselves no favours.
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Why do we keep asking smart professionals to do these dumb things when it comes to Business Development (BD)
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Six 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.
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During early years of a professional’s development focus is typically on learning and perfecting pin-point technical skills. As technical credibility grows it is not uncommon to hear the feedback… “you need to be more strategic”. It’s almost a rite of passage!
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We’re often told that success depends on pushing boundaries and doing things we’re not comfortable doing. But, for business development, I think success depends on being very much inside our comfort zones, not outside them.
Read MoreHow do you get professionals to contribute to your firm’s business development from the very moment they start? It’s one of the hottest issues in professional services marketing and BD right now, and it’s something I spoke about recently at an APSMA session in Auckland.
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.
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A key challenge with professional services is the ability to quantify the contribution of the business development function given difficulties in identifying who really made the sale, long lag times, and the complex nature of relationships and networks that may influence outcomes.
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Simon Sinek has a simple and powerful model for leadership all starting with a golden circle and the question "Why?"
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