What do Australia’s leading General Counsel really look like? Well, they’re most likely to be based in Sydney, have worked for a top-tier firm, experts in the finance sector and - perhaps most importantly - female
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The best ideas are usually brilliantly simple ones, like making your best type of client your next business development hire.
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Whether it’s revenue, profitability, staff KPIs or new sales, every professional services firm likes to measure performance. The problem is many measure things that probably don’t matter. Here’s my list of what your firm actually should be measuring.
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If you think the challenges of a professional services firm and an NBA basketball team are worlds apart, think again. We show you what your firm can learn from the Boston Celtics.
Read MoreWant to know how to go from easy-beats to all-conquering? Find out the 6 lessons the Richmond Tigers have for all professional services firms.
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Referrals are the lifeblood of most professional practices. But it’s not always easy to negotiate your way around the etiquette of referrals so that you keep referrer and client happy. That’s why I’ve created this guide to referral etiquette.
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Want to start building a practice from scratch? Here’s my game plan for what you need to do.
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Enjoying your work is an important, and often overlooked, part of building a successful practice. After all, if you’re not happy doing what you do, bringing in even more of the same won’t cure anything.
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Niche marketing should be the goal of almost every professional. It helps you cultivate a client base, protect your fees and charge a premium. So if you’re considering niching up your practice, here’s how to do it right.
Read MoreThink paying your rainmakers is the key to winning more work and growing a sustainable practice? Think again.
Read MoreThere are lessons in the Banking Royal Commission for all professional services firms. Here are four that I think we all need to know.
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One of the real keys to a strong long term professional practice is a strong network of people who’ll keep referring you work. So are your connections doing that or are they holding you back? And how to you tell if your networks are up to scratch?
Read MoreNeed work now? Read my 7 tips to boosting your bottom line today.
Read MoreOne of the benefits of writing an article at the end of the year is the opportunity to look over what has happened in the past 12 months and make some predictions of which trends will continue into the new year – hence the snappy title of this article.
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In a market where buyers have the power, it can be hard to know how to price professional services competitively without compromising profitability. But, by following these 6 rules, you’ll be a lot closer to being on the money.
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Getting the right information starts with finding the people in the firm who know a lot about the client and their industry, and then listening hard to what they have to say.
Read MoreLaw-firm success can be attributed partly to how well its leaders lead, but probably more important is how well its followers follow.
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The networking events at this time of year can be a boon for BD, or a drain on our energy levels. The difference often comes down to how you approach it.
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If you have HR responsibilities in a law or accounting firm then you’re working in the epicenter of turbulent times. Here are six strategic shifts within legal with profound HR implications.
Read MoreFormal networking groups have become de rigeur. But are they worth the time, effort and, most importantly, money? We explore...
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