The coffee catch-up is now officially dead thanks to COVID-19. I think that’s a very good thing too.
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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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Having trouble getting the Business Development (BD) engine running again? Here are 6 ways that will help you kickstart it.
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The 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.
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Referrals 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.
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Want to start building a practice from scratch? Here’s my game plan for what you need to do.
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Enjoying 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.
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Niche 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.
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The 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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