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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Client 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.
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Leverage the fresh start effect to refresh relationships, set small goals, and refocus your business development plans.
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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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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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When uncertainty rattles business confidence, the best marketing is to show you’re there for your clients. It’s a purposeful way to connect and position yourself as the trusted adviser they need right now. We show you how to do just that…
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Meetings 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.
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As economic conditions begin to bite, it pays to remember we’ve been here before…
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Shutting down your phone and talking frankly could be the key to growing your practice. Here’s why.
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Winning 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.
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If 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.
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'Delighting' clients is a goal that puts Herculean pressures on professionals, offers low marginal value to clients, and increases costs of doing business. So what to do?
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Saying thank you isn’t just good manners, it’s also good for business
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For a long time many business experts have been singing the praises of the cross-sell for professional services firm. Well, I disagree - at least in part. Here’s 5 reasons why.
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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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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.
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The coffee catch-up is now officially dead thanks to COVID-19. I think that’s a very good thing too.
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Is now the right time to pull the plug on your client relationship partner?
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These five perfectly paired questions should be in the kit of every client-facing professional who wants to better understand their contacts and build relationships that hum.
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With COVID-19 forcing big changes to our work, keeping up the relationship with your clients requires a new set of rules.
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