When it comes to winning more work nothing gets professionals going more than a bit of healthy competition.
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Four corporate GCs of US Companies gave their unvarnished opinions of law firm marketing at the legal sales and service conference in Chicago. Here’s what they said …
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What’s the size of your clients’ budgets this financial year? If you don’t have any idea of a client’s budget, you can’t possibly know your share of wallet.
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 MoreIf you want to be indispensable to your clients don’t think about trying to become their trusted adviser. Don’t think about how you can repackage your fees or offer more elaborate customer service either. Instead, think about one thing: what can you do to make things easier?
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“Get your Firm’s practice managers, finance and marketing specialists to work together so that pricing models and service align with your marketing and positioning messages.” This tip and 27 more from the client-side.
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In 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.
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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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We’re often told that winning new work means knowing as much as you can about a client before you meet them for the first time. It’s great in theory. But in reality, new clients often want to meet on very short notice – and that’s where an efficient briefing system can really help.
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Last week I spoke with legal, accounting and engineering firms about what 2015 is likely hold for business development and marketing. And it made me think back to research I did in 2006, some nine years ago.
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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.
Read MoreFor 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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