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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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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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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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.
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”.
Read MoreNo business likes to turn down a paying customer. But for professional services firms, firing bad clients isn’t just important, it’s essential.
Read MoreTurning around your clients’ perceptions and improving your Net Promoter Score may be much easier than you think, so long as you’re brave.
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Research undertaken by my professional services business development consultancy confirmed that there was a degree of ‘empty brand awareness’ in our highly competitive legal marketplace. But, to hand it to the Australian firms, here’s how they responded to this perceived lack of difference.
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Ever had a client rave about one part of your firm, but complain about another? It’s more common than you think—and it doesn’t always mean something’s gone wrong. Mixed feedback from the same client often points to deeper issues: inconsistent onboarding, patchy internal referrals, or overloaded client relationship partners.
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