Christmas cards trigger the conversation, but the real issue is Relationship Capital. Handwritten notes outperform e-cards because they demonstrate effort, create tactile memory, and become part of rituals. Learn when to send notes, what to write, and a year-round system that builds relationships without December panic.
Read MoreWhile working with architects on business development and growth plans Sue-Ella noticed many operated in an isolated environment finding it difficult to validate their business model and test the long term impact of choices they faced.
Read MoreIn 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 MoreProfessionals are told that to protect and build their revenue base, they should become a ‘trusted advisor’ to their clients. The principle is sound, but confusion arises when putting it into action.
Read MoreA 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 MoreSimon Sinek has a simple and powerful model for leadership all starting with a golden circle and the question "Why?"
Read MoreBuilding Trustability is a proactive approach to accelerate trustworthiness and the proactive protection of client's interests.
Read MoreBusinesses that recognise the financial challenges faced by their clients during difficult economic times are in a better position to protect their own revenue. Here’s 7 tips for protecting good client relationships.
Read MoreLawyers and websites used to be like oil and water, but this is rapidly changing.
Read MoreAfter shelling out millions on branding and marketing, law firms are going back to basics and urging their lawyers to develop a better relationship with clients. The trend is affecting everything, from the way lawyers are being trained to recruitment strategies and sales budgets.
Read MoreOn March 8th 2006, inside the Signature Room restaurant, high atop the 95th floor of Chicago’s famed John Hancock Tower, views of the city skyline were obscured by thick clouds. But the 12 delegates in attendance at the Legal Marketing Association’s (LMA) inaugural international roundtable didn’t need to be able to see out the windows to have a worldview on the state of legal marketing.
Read MoreAlready under pressure to prepare complex tender documents for major corporate and government work, law firms are facing client demands for intimate details of the firm's inner workings. Big corporations, mindful of the push for ethical behaviour and community social responsibility, are grilling their external legal service providers on issues such as gender equality, environmental sustainability and flexible work practices
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