During early years of a professional’s development focus is typically on learning and perfecting pin-point technical skills. As technical credibility grows it is not uncommon to hear the feedback… “you need to be more strategic”. It’s almost a rite of passage!
Read MoreA survey conducted by Meritas Australia and New Zealand has revealed most employees at small- and medium-sized law firms feel their mental health and wellbeing is important to their firm, and many believe there is an open-door policy which enables them to seek help.
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 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 MoreThink paying your rainmakers is the key to winning more work and growing a sustainable practice? Think again.
Read MoreThere are lessons in the Banking Royal Commission for all professional services firms. Here are four that I think we all need to know.
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 MoreGood 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.
Read MoreWhen it comes to the way your law firm operates - and what you expect your lawyers to do to keep it profitable - you might be surprised what your associates don’t understand.
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.
Read MoreOnce upon a time, there was a time and a place for everything. Young professionals learned the ropes slowly and methodically.
Read MoreI'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.
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 MoreA 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.
Read MoreSimon Sinek has a simple and powerful model for leadership all starting with a golden circle and the question "Why?"
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