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..
Read More
It’s the time of year when owners of professional services firms take a break from working on their clients and think about working on their business.
Read MoreBreaking up may be hard to do, especially when there is money involved. But if you’re not consistently showing bad clients the door you’re not just making your working life less enjoyable, you’re also affecting your business’s ability to grow.
Read More
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.
Read MoreLaw firms can often deliver better service and generate better profitability by refining the way they work.
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 MoreLaw firms are asking some big questions as they plan for the new year. Pricing and relationships with clients are at the forefront, as law firms jostle for market position and dwindling revenue.
Read More
Over the past week I've been reading on-line discussions by professional service marketers about the mixed quality and apparent demise of e-cards. Comments include …
Read More
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.
Read More
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.
Read More
Simon Sinek has a simple and powerful model for leadership all starting with a golden circle and the question "Why?"
Read More
Lawyers and websites used to be like oil and water, but this is rapidly changing.
Read More