It’s usually easier to win new work out of existing clients and colleagues. We show you 16 ways firms do it.
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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.
Read MoreWe all need a break and this is the time of year to take it. Just remember, while you’re away, not everyone will be. That brings me to your ‘out of office', or at least how to write one. And it goes a little something like this.
Read MoreWhile most people can identify when there are “issues” with a law firm or legal department’s processes, far fewer know where they are performing specific tasks well or have the discipline to check their biases. In this blog, we ask Catherine Alman MacDonagh JD how we can use Process Improvement to ask the right questions.
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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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Niche marketing should be the goal of almost every professional. It helps you cultivate a client base, protect your fees and charge a premium. So if you’re considering niching up your practice, here’s how to do it right.
Read MoreThink paying your rainmakers is the key to winning more work and growing a sustainable practice? Think again.
Read MoreNeed work now? Read my 7 tips to boosting your bottom line today.
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Getting 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...
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When 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.
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Winning 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.
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Professional services firms are often told that success comes from focusing on, and ‘owning’ a particular market segment. But what exactly does that mean?
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Call me old fashioned, but I think nothing beats referrers as a source of new work.
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.
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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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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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