The coffee catch-up is now officially dead thanks to COVID-19. I think that’s a very good thing too.
Read MoreThe rainmaker belongs in the 1980s, not today’s professional services market. We explain why and how to win work without him.
Read MoreHaving trouble getting the Business Development (BD) engine running again? Here are 6 ways that will help you kickstart it.
Read MoreThe 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.
Read MoreReferrals 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.
Read MoreWant to start building a practice from scratch? Here’s my game plan for what you need to do.
Read MoreEnjoying 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.
Read MoreNiche 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.
Read MoreLaw-firm success can be attributed partly to how well its leaders lead, but probably more important is how well its followers follow.
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.
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