Why do so many law firm innovations flop? Because they’re built in a vacuum. In this guide, Michele DeStefano and Sue-Ella Prodonovich explore how lawyers can stop “dancing with themselves” and instead innovate with their clients—delivering value that’s co-created, not just well-intended.
Read MoreA lot of professionals know they should be getting client feedback, but they’re too worried about annoying their clients to actually ask for it.
Read MoreBetween 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.
Read MoreThe networking events at this time of year can be a boon for BD, or a drain on our energy levels. The difference often comes down to how you approach it.
Read MoreThe best ideas are usually brilliantly simple ones, like making your best type of client your next business development hire.
Read MoreIf you think the challenges of a professional services firm and an NBA basketball team are worlds apart, think again. We show you what your firm can learn from the Boston Celtics.
Read MoreWant to start building a practice from scratch? Here’s my game plan for what you need to do.
Read MoreNeed work now? Read my 7 tips to boosting your bottom line today.
Read MoreIn a market where buyers have the power, it can be hard to know how to price professional services competitively without compromising profitability. But, by following these 6 rules, you’ll be a lot closer to being on the money.
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 MoreFor professional services firms, working out your fees can be a balancing act between charging enough that you’re not leaving money on the table, but not so much that you’re pricing yourself out of work. (Unless, of course, that’s your conscious plan.)
Read MoreLast week I blogged about three common fears that hold professionals back when it comes to asking for client feedback. And I was pleased to see that my post generated a reasonable of discussion from people on the feedback front line.
Read MoreA lot of people have been asking me how to ask for work lately. Here are seven tactics I tell them to use.
Read More‘How can I possibly work on business development? I’m flat out doing client work.’
Read MoreAn effective client listening program is one of the most valuable tools in any firm’s competitive armoury. If you’ve been thinking of developing a client listening program but don’t know where to start, you’re not alone.
Read MoreLet’s face facts, sometimes you just need work now. So if you’re struggling to get out from behind your desk and meet potential clients, here’s my guide to doing it the right way.
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