Moving your practice but don’t know how your clients will take it? Find out exactly what you need to say to them and how you should behave to ensure a smooth transition in this 9-step Guide.
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Zoom is no longer new. But the bad behaviour hasn't gone away. It's just got more creative. Here are seven rules of video meeting etiquette for lawyers and professionals who'd like to be remembered for the right reasons.
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These five perfectly paired questions should be in the kit of every client-facing professional who wants to better understand their contacts and build relationships that hum.
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In the age of lock-downs, isolation and working from home your BD efforts need to take on a whole new rhythm.
Read MoreWhilst having a stringent, forward-thinking business development plan is critical, ensuring it is compatible with your personal values and ideals ensures its viability and success.
Read MorePerth HLB Mann Judd Partner Litsa Christodulou recently made history as the first HLB Mann Judd Partner to win “Most Client-Focused Accountant” at the annual AFR Client Choice Awards. Here she talks about the changing nature of client service delivery and why managing the ‘variables’ is so important for all accounting professionals.
Read MoreIt’s not long until the holiday season kicks off and everyone needs a break. Which brings me to your ‘out of office', or at least how to write one without weasel words. And it goes a little something like this …
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In this day and age, ignoring procurement is a very big mistake.
Read MoreIf you think only lawyers in private practice need to worry about marketing and business development, think again. More than ever, in-house lawyers need to know how to sell themselves to their own businesses, right from the start of their careers.
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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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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.
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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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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Ever had a client rave about one part of your firm, but complain about another? It’s more common than you think—and it doesn’t always mean something’s gone wrong. Mixed feedback from the same client often points to deeper issues: inconsistent onboarding, patchy internal referrals, or overloaded client relationship partners.
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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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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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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.
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