Good Business Development (BD) is about being yourself. If you hate golf, don't take clients golfing. Use your genuine interests to build authentic client relationships.
Read More
How often are we told that the billable hour has had its day? That it’s archaic, that it’s inefficient, that it makes our clients angry and holds our practices back?
Read More
In January I tuned in to BTI Consulting’s annual webinar on the Market Outlook and Client Service Review of US Law Firms. There were some very practical insights relevant to all professional service providers, including 7 tactics for taking market share. Here are my highlights:
Read MoreA little while back I wrote an article cautioning law firms about the perils of playing in the ‘mushy middle’. I pointed out that this was the most competitive - and most vulnerable - part of the legal services market where fees are under the greatest threat. It’s also the part where it’s becoming hardest to make a decent living.
Read More“It feels like common sense to play to the center of the market, but actually the middle is least desirable place to be.”
Read More
When it comes to the way your law firm operates - and what you expect your lawyers to do to keep it profitable - you might be surprised what your associates don’t understand.
Read MoreHow do you get professionals to contribute to your firm’s business development from the very moment they start? It’s one of the hottest issues in professional services marketing and BD right now, and it’s something I spoke about recently at an APSMA session in Auckland.
Read More
So you pooled your firm’s resources, pulled a few all nighters and presented a winning pitch. But what happens next?
Read More
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’.
Read More
For professional services firms, working out your fees can be a balancing act between charging enough that you’re not leaving money on the table, but not so much that you’re pricing yourself out of work. (Unless, of course, that’s your conscious plan.)
Read More
Last week I blogged about three common fears that hold professionals back when it comes to asking for client feedback. And I was pleased to see that my post generated a reasonable of discussion from people on the feedback front line.
Read More
The value of client feedback to professional services firms is well documented. And yet, so many professionals let their fears about client feedback hold them back from doing it properly. If you’re one of them, read on...
Read More
If, like me, you believe that the essence of good client service is knowing your client, The Legal 500 General Counsel Powerlist for Australia and New Zealand should make for a fascinating read.
Read More
‘How can I possibly work on business development? I’m flat out doing client work.’
Read More
Winning new clients is hard work. But it becomes a lot easier if you hit them with your pitch when they’re actually receptive to it.
Read More
An effective client listening program is one of the most valuable tools in any firm’s competitive armoury. If you’ve been thinking of developing a client listening program but don’t know where to start, you’re not alone.
Read More
Need work now? Learn how to get that first meeting with a potential client swiftly, smartly and with impact. This no-fluff guide shows lawyers and advisers how to be direct, spot the right triggers, and put yourself in your client’s shoes to win time and trust in just 30 minutes.
Read More
The most common question from professional services firms: how to win more work. The answer isn't elaborate strategy—it's removing internal blockers. Empower everyone (not just partners), streamline approvals to 48 hours, leverage credit manager insights, and test adventurous channels. Most firms don't lack strategy; they have processes that kill opportunities.
Read More
Professional services firms are often told that success comes from focusing on, and ‘owning’ a particular market segment. But what exactly does that mean?
Read More
Once upon a time, there was a time and a place for everything. Young professionals learned the ropes slowly and methodically.
Read More