Six signs it's time to rotate your Client Relationship Partner (CRP). Expert advice on CRP succession planning for law firms, accounting firms and professional services firms.
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With clientele increasingly viewing smaller firms as attractive prospects, and the possibility of better vocational pathways in line with growth strategies, SME law firms may be in good positions to snare experienced practitioners in the looming new normal.
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As COVID-19 changes the business world, the future of business development is being transformed too. Here’s what you can do about it (and what I’m doing too).
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One of the main challenges in developing any professional services business is finding new ways to keep your personal brand top of mind and tip of tongue.
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Between Melbourne Cup and Christmas there are just 49 days. But that’s all the time you need to set yourself up for a big 2019.
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These five perfectly paired questions should be in the kit of every client-facing professional who wants to better understand their contacts and build relationships that hum.
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During early years of a professional’s development focus is typically on learning and perfecting pin-point technical skills. As technical credibility grows it is not uncommon to hear the feedback… “you need to be more strategic”. It’s almost a rite of passage!
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Is your firm's professional image attracting clients or driving them away? From outdated websites to mismatched office spaces, many law and accounting firms unknowingly repel the clients they want most. Discover the psychology behind first impressions and how to align your firm's image with your actual capabilities.
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Call me old fashioned, but I believe the best approach to BD is to do a good job. But even that involves planning and process.
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In the age of lock-downs, isolation and working from home your BD efforts need to take on a whole new rhythm.
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Whilst having a stringent, forward-thinking business development plan is critical, ensuring it is compatible with your personal values and ideals ensures its viability and success.
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It’s become fashionable to criticise awards and directories but some really are worth the effort while others need to be put on furlough (or put an end to).
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With COVID-19 forcing big changes to our work, keeping up the relationship with your clients requires a new set of rules.
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The environment we’re doing business in right now suits a different type of business development and a different type of professional. We look at the rules of doing business during COVID-19.
Read MorePerth HLB Mann Judd Partner Litsa Christodulou recently made history as the first HLB Mann Judd Partner to win “Most Client-Focused Accountant” at the annual AFR Client Choice Awards. Here she talks about the changing nature of client service delivery and why managing the ‘variables’ is so important for all accounting professionals.
Read MoreWhat are the factors that make a barrister a "barrister of choice" in 2020? Gone are the days of whisky-laden trolleys, cerise-ribboned briefs, Luddism being de rigour, prohibitions on barristers visiting solicitors offices, and women barristers being “novel”.
Read MoreNo business likes to turn down a paying customer. But for professional services firms, firing bad clients isn’t just important, it’s essential.
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Turning around your clients’ perceptions and improving your Net Promoter Score may be much easier than you think, so long as you’re brave.
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It’s usually easier to win new work out of existing clients and colleagues. We show you 16 ways firms do it.
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Research undertaken by my professional services business development consultancy confirmed that there was a degree of ‘empty brand awareness’ in our highly competitive legal marketplace. But, to hand it to the Australian firms, here’s how they responded to this perceived lack of difference.
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