The most common question from professional services firms: how to win more work. The answer isn't elaborate strategy—it's removing internal blockers. Empower everyone (not just partners), streamline approvals to 48 hours, leverage credit manager insights, and test adventurous channels. Most firms don't lack strategy; they have processes that kill opportunities.
Read MoreKnowing your share of wallet guides key account objectives…whether to grow, protect and maintain, or reduce client concentration for a resilient practice and long-term stability.
Read MoreThe new financial year is almost upon us, at least in Australia. And I’ve come up with 12 business development ideas your practice can use to make sure next financial year is a good one.
Read MoreFor 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.
Read MoreIn today's AFR I was asked my opinion about the future of Australia's insurance practices. The article came in the wake of many high profile members of Sparke Helmore's insurance team defecting to Hall & Wilcox.
Read MoreThere is a generational shift in the buyers of legal services. So it makes sense that there should be a generational shift in the people trying to connect with those buyers too.
Why this is happening and what firms are doing...
Read MoreIt’s the time of year when owners of professional services firms take a break from working on their clients and think about working on their business.
Read MoreBreaking up may be hard to do, especially when there is money involved. But if you’re not consistently showing bad clients the door you’re not just making your working life less enjoyable, you’re also affecting your business’s ability to grow.
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
Read MoreI was delighted to see Brown Wright Stein Lawyers recognised for their profit-raising success at the NSW Australian Legal Practice Management Association's (ALPMA) annual end of year round up
Read MoreBusinesses that recognise the financial challenges faced by their clients during difficult economic times are in a better position to protect their own revenue. Here’s 7 tips for protecting good client relationships.
Read More
