In the age of lock-downs, isolation and working from home your BD efforts need to take on a whole new rhythm.
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The environment we’re doing business in right now suits a different type of business development and a different type of professional. We look at the rules of doing business during COVID-19.
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Research undertaken by my professional services business development consultancy confirmed that there was a degree of ‘empty brand awareness’ in our highly competitive legal marketplace. But, to hand it to the Australian firms, here’s how they responded to this perceived lack of difference.
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The 2019 Rugby World Cup is on so I thought now was a great time to think about selecting your practice's own first XV. Who should you pick?
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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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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 MoreThink paying your rainmakers is the key to winning more work and growing a sustainable practice? Think again.
Read MoreNeed work now? Read my 7 tips to boosting your bottom line today.
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In a market where buyers have the power, it can be hard to know how to price professional services competitively without compromising profitability. But, by following these 6 rules, you’ll be a lot closer to being on the money.
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Getting the right information starts with finding the people in the firm who know a lot about the client and their industry, and then listening hard to what they have to say.
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Good Business Development (BD) is about being yourself. If you hate golf, don't take clients golfing. Use your genuine interests to build authentic client relationships.
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How often are we told that the billable hour has had its day? That it’s archaic, that it’s inefficient, that it makes our clients angry and holds our practices back?
Read MoreHow do you get professionals to contribute to your firm’s business development from the very moment they start? It’s one of the hottest issues in professional services marketing and BD right now, and it’s something I spoke about recently at an APSMA session in Auckland.
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So you pooled your firm’s resources, pulled a few all nighters and presented a winning pitch. But what happens next?
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For professional services firms, working out your fees can be a balancing act between charging enough that you’re not leaving money on the table, but not so much that you’re pricing yourself out of work. (Unless, of course, that’s your conscious plan.)
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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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Need work now? Learn how to get that first meeting with a potential client swiftly, smartly and with impact. This no-fluff guide shows lawyers and advisers how to be direct, spot the right triggers, and put yourself in your client’s shoes to win time and trust in just 30 minutes.
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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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