“Get your Firm’s practice managers, finance and marketing specialists to work together so that pricing models and service align with your marketing and positioning messages.” This tip and 27 more from the client-side.
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Recommendations and referrals are the lifeblood of any professional services business but there’s something that can make us decidedly embarrassed about asking for them.
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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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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 MoreLaw and accounting firms are increasingly seeing the value in rigorous client feedback and some firms are becoming very good at gathering and using it to improve their practice
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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 MoreThis May the Legal Sales and Service Organization (LSSO) will announce the global winners of its sales and service awards.
Read MoreIt’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.
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We’re often told that winning new work means knowing as much as you can about a client before you meet them for the first time. It’s great in theory. But in reality, new clients often want to meet on very short notice – and that’s where an efficient briefing system can really help.
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One of the most common questions professionals ask me is what to do when they’re asked to reduce their fees.
Read MoreI’m very pleased to have been invited to join the editorial board of the US-based Legal Sales and Service Organization.
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.
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Formal client feedback programs are a vital part of client listening, not least because they can underscore your firm’s commitment to clients in a very tangible and personal way. But they should never be where your client listening program begins and ends.
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.
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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.
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 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 24 October I'll be facilitating a panel that reveals what some leading professional service firms are doing as part of the APSMA 2014 Annual Conference.
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