Referrals can fade for reasons that have little to do with competence. Here are four early warning signs and how professionals can rebuild trust.
Read More
Learn practical ways to ask for client introductions without awkwardness. Build trust, grow referrals, and expand your professional network.
Read More
If you’re one of this year’s crop of new Partners let me begin by saying congratulations. Partnership is a significant career milestone and one you should be celebrating. It also means you’re going to have to have a solid game plan for cementing your position and growing your practice into everything it should be.
Here’s my 10-point plan for doing just that …
When it comes to the way your law firm operates - and what you expect your lawyers to do to keep it profitable - you might be surprised what your associates don’t understand.
Read More
Writing an effective business plan doesn’t have to be painful. Here’s how you can get more out of yours in 6 steps.
Read More
In demanding times like these your business development plans become even more important. Here’s how to tackle them plus 5 CPD sessions to show you even more.
Read More![The Boutique Lawyer Show: Why BD is harder for some than others [Podcast]](https://images.squarespace-cdn.com/content/v1/5c638a91fb22a575618ec3cc/1700600955263-F4ZK6P7I3D5ATMA5FDX5/Personality_Website+%28500+%C3%97+500+px%29+%2874%29.png)
In this episode of The Boutique Lawyer Show, host Jerome Doraisamy welcomes back Prodonovich Advisory Principal, Sue-Ella Prodonovich (who also regularly serves as a judge for Lawyers Weekly awards programs), to discuss how business development can, and does, prove more difficult for women leaders in law.
Read More
As economic conditions begin to bite, it pays to remember we’ve been here before…
Read More
BD can be more difficult if you don’t fit the stereotype…
Read More
As the pressure to innovate mounts, firms are looking for previously unexplored avenues which may provide competitive advantage.
Read More
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.
Read More
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.
Read More
If you’ve been on my mailing list or reading my articles on LinkedIn for more than 12 months, you’d probably know that at this time of year, I like to send out the same email entitled: “Sweet. Glorious. Nothing.” This year I thought I’d do something different …
Read More
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.
Read More
There’s a trend among professional services firms to doing more training online. But is it effective when it comes to building networks and learning the right way to do BD? Or are you better off going back to face to face?
Read More
A lot of firms worry about having partners run their client feedback. You shouldn’t be one of them.
Read More
You invested nights and weekends in a pitch, only to learn someone else won—with zero explanation why. Here's the 7-step framework for turning pitch losses into strategic intelligence: from demanding debrief commitments upfront to conducting cost-benefit analysis on whether to pursue similar work again.
Read More
When used correctly, a Net Promoter Score can be a wonderful tool for helping build a stronger, more profitable professional services practice. it’s shame most firms get it so wrong…
Read More
Being ignored by someone who asked you to contact them is one of the most frustrating and, frankly, humiliating things we can face as professionals. So if you’re being ‘ghosted’, here’s what to do…
Read More
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.
Read More