Learn practical ways to ask for client introductions without awkwardness. Build trust, grow referrals, and expand your professional network.
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Writing an effective business plan doesn’t have to be painful. Here’s how you can get more out of yours in 6 steps.
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The results are in, and most of us agree: in the context of professional services, BD is more difficult for women. But could the shift to online offer a ray of hope?
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You have just 120 hours a year to get your Business Development (BD) done. So what should you focus on?
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A lot of professionals know they should be getting client feedback, but they’re too worried about annoying their clients to actually ask for it.
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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 in this 9-step Guide.
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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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Is your firm's professional image attracting clients or driving them away? From outdated websites to mismatched office spaces, many law and accounting firms unknowingly repel the clients they want most. Discover the psychology behind first impressions and how to align your firm's image with your actual capabilities.
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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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What do Australia’s leading General Counsel really look like? Well, they’re most likely to be based in Sydney, have worked for a top-tier firm, experts in the finance sector and - perhaps most importantly - female
Read MoreThink paying your rainmakers is the key to winning more work and growing a sustainable practice? Think again.
Read MoreThere are lessons in the Banking Royal Commission for all professional services firms. Here are four that I think we all need to know.
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One of the real keys to a strong long term professional practice is a strong network of people who’ll keep referring you work. So are your connections doing that or are they holding you back? And how to you tell if your networks are up to scratch?
Read MoreNeed work now? Read my 7 tips to boosting your bottom line today.
Read MoreOne of the benefits of writing an article at the end of the year is the opportunity to look over what has happened in the past 12 months and make some predictions of which trends will continue into the new year – hence the snappy title of this article.
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In 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.
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If you have HR responsibilities in a law firm then you’re working in the epicenter of turbulent times. Here are six strategic shifts within legal with profound HR implications.
Read MoreBetween Melbourne Cup and Christmas there are just 48 days. But that’s all the time you need to set yourself up for a big 2018.
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