One of the real keys to a strong long term professional practice is a strong network of people who’ll keep referring you work. So are your connections doing that or are they holding you back? And how to you tell if your networks are up to scratch?
Read MoreNeed work now? Read my 7 tips to boosting your bottom line today.
Read MoreGetting 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.
Read MoreBetween Melbourne Cup and Christmas there are just 48 days. But that’s all the time you need to set yourself up for a big 2018.
Read MoreFormal networking groups have become de rigeur. But are they worth the time, effort and, most importantly, money? We explore...
Read MoreA new financial year can be a great time to give your business development efforts a great big, hard shove. Here are 10 practical ways you can start the year with a BD bang.
Read MoreIf you want to gain market share from your competitors, don’t rush into a brand overhaul. Ask your clients what they think of you instead.
Read MoreWe’re often told that success depends on pushing boundaries and doing things we’re not comfortable doing. But, for business development, I think success depends on being very much inside our comfort zones, not outside them.
Read MoreIn January I tuned in to BTI Consulting’s annual webinar on the Market Outlook and Client Service Review of US Law Firms. There were some very practical insights relevant to all professional service providers, including 7 tactics for taking market share. Here are my highlights:
Read More“It feels like common sense to play to the center of the market, but actually the middle is least desirable place to be.”
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 MoreSo you pooled your firm’s resources, pulled a few all nighters and presented a winning pitch. But what happens next?
Read MoreA lot of people have been asking me how to ask for work lately. Here are seven tactics I tell them to use.
Read MoreWinning 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.
Read MoreLet’s face facts, sometimes you just need work now. So if you’re struggling to get out from behind your desk and meet potential clients, here’s my guide to doing it the right way.
Read MoreProfessional services firms are often told that success comes from focusing on, and ‘owning’ a particular market segment. But what exactly does that mean?
Read MoreCall me old fashioned, but I think nothing beats referrers as a source of new work.
Read MoreWhen 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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