For professional services firms, developing clients and winning more work can sometimes seem like a daunting task. So if you’re looking to kick off or refresh your business development efforts, here are 14 ideas to get you started.
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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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For professional services firms, quantifying the exact contribution sales or business development makes to bringing in a new client can be a difficult exercise. That's because..
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One of the most common questions professionals ask me is what to do when they’re asked to reduce their fees.
Read MoreFor business development experts working in professional services, trying to convince Partners of the merits of your plan can be a daunting - even confronting - experience
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I was lucky enough to host a panel featuring some of the top business development professionals from some of our best professional services firms. I asked them what were the top myths they'd like to bust about sales.
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For professional services firms, a successful sales campaign involves much more than simply cold calling. It requires strategy, planning and - most importantly of all - commitment across the whole firm.
Read MoreA good sales regime includes at least one Business Development activity every day. So if you are starting from scratch or just scratching your head about what to do in that small window of available time then here's a start
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In June 2013 Sue-Ella attended the Legal Sales & Service Organisation's Rain Dance Conference. The conference included a presentation from Bob Bratt, COO of DLA Piper's US operations which provided insight as to how the firm has successfully revitalised its sales efforts.
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A key challenge with professional services is the ability to quantify the contribution of the business development function given difficulties in identifying who really made the sale, long lag times, and the complex nature of relationships and networks that may influence outcomes.
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