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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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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In this day and age, ignoring procurement is a very big mistake.
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Ever noticed that some professionals get a disproportionate amount of referral work? We show you how to be one of them.
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The rainmaker belongs in the 1980s, not today’s professional services market. We explain why and how to win work without him.
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The best ideas are usually brilliantly simple ones, like making your best type of client your next business development hire.
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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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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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We’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.
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In May, I joined Lynette Nixon Innovation Director at PWC to address the CXPS: Client Experience in Professional Services Conference. Together, we spoke on ‘Building client journey maps to drive action and deliver smart revenue’.
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A lot of people have been asking me how to ask for work lately. Here are seven tactics I tell them to use.
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Once upon a time, there was a time and a place for everything. Young professionals learned the ropes slowly and methodically.
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Call me old fashioned, but I think nothing beats referrers as a source of new work.
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I'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.
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There 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 MoreIn 2015, I'll again be facilitating the strategy and business planning sessions as part of the College Of Law's Legal Practice Management program.
Read MoreFor business development experts working in professional services, trying to convince Partners of the merits of your plan can be a daunting - even confronting - experience
Read MoreOn Friday 17 October I facilitated a workshop for Young Insurance Professionals Aust & NZ [YIPs] about building networks.
Read MoreAs the volume of online information grows, it's becoming increasingly difficult to get your message heard.
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