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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For 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 MoreWithout giving too much away, my view is that the climate is getting more competitive for legal and accounting firms and business development needs to get smarter - much smarter.
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I was lucky enough to host a panel featuring some of the top business development professionals from some of our best professional services firms. I asked them what were the top myths they'd like to bust about sales.
Read MoreOn Friday 17 October I facilitated a workshop for Young Insurance Professionals Aust & NZ [YIPs] about building networks.
Read MoreLaw firms can often deliver better service and generate better profitability by refining the way they work.
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For 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 MoreA good sales regime includes at least one Business Development activity every day. So if you are starting from scratch or just scratching your head about what to do in that small window of available time then here's a start
Read MoreI was delighted to see Brown Wright Stein Lawyers recognised for their profit-raising success at the NSW Australian Legal Practice Management Association's (ALPMA) annual end of year round up
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These General Counsel had they much more in common when it came to what they looked for in relationships with their legal service providers. Here are more than 4o tips for the lawyers who want to work with them…
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Law 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.
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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.
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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.
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Professionals 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.
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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.
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Simon Sinek has a simple and powerful model for leadership all starting with a golden circle and the question "Why?"
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Building Trustability is a proactive approach to accelerate trustworthiness and the proactive protection of client's interests.
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