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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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…
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The rainmaker belongs in the 1980s, not today’s professional services market. We explain why and how to win work without him.
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If 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 MoreNeed work now? Read my 7 tips to boosting your bottom line today.
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Winning new clients is hard work. But it becomes a lot easier if you hit them with your pitch when they’re actually receptive to it.
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When it comes to business development, some professional services firms are their own worst enemies. They create an environment in which winning new work happens in spite of their culture rather than because of it.
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It’s just 24 hours until the first live Bledisloe Cup decider in many years. And given that so many people on both sides of the Tasman have rugby on their minds, I thought now was a great time to think about selecting your practice’s own first XV.
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When it comes to winning more work nothing gets professionals going more than a bit of healthy competition.
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I've just returned to Sydney from the Legal Marketing Association (LMA) conference in San Diego. The conference is one of the best places in the world to hear what law firms are doing to grow their businesses.
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