Referrals can fade for reasons that have little to do with competence. Here are four early warning signs and how professionals can rebuild trust.
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Learn practical ways to ask for client introductions without awkwardness. Build trust, grow referrals, and expand your professional network.
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In professional services, the laws of Business Development (BD) are being re-written before our very eyes. I explore what it takes to succeed in today’s marketplace.
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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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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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Referral relationships are all about reciprocity. But sometimes we’re just not in a position to refer work back to someone who sends it our way. So, if you find yourself without any clients to send back to your referrer, here’s what you can do.
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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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The environment we’re doing business in right now suits a different type of business development and a different type of professional. We look at the rules of doing business during COVID-19.
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Turning 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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The 2019 Rugby World Cup is on so I thought now was a great time to think about selecting your practice's own first XV. Who should you pick?
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Clients who are about to leave often give off the same signals. We explore exactly what they are.
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The rainmaker - that charismatic senior partner who wines, dines, and charms clients - belongs in the 1980s. Today's buyers are better informed, more diverse, and turned off by traditional sales tactics. Here are the six new rules for winning work in professional services: from ditching elevator pitches to embracing delayed gratification.
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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.
Read MoreWhether it’s revenue, profitability, staff KPIs or new sales, every professional services firm likes to measure performance. The problem is many measure things that probably don’t matter. Here’s my list of what your firm actually should be measuring.
Read MoreWant to know how to go from easy-beats to all-conquering? Find out the 6 lessons the Richmond Tigers have for all professional services firms.
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Referrals are the lifeblood of most professional practices. But it’s not always easy to negotiate your way around the etiquette of referrals so that you keep referrer and client happy. That’s why I’ve created this guide to referral etiquette.
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Want to start building a practice from scratch? Here’s my game plan for what you need to do.
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Enjoying your work is an important, and often overlooked, part of building a successful practice. After all, if you’re not happy doing what you do, bringing in even more of the same won’t cure anything.
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Niche marketing should be the goal of almost every professional. It helps you cultivate a client base, protect your fees and charge a premium. So if you’re considering niching up your practice, here’s how to do it right.
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