Moving your practice but don’t know how your clients will take it? Find out exactly what you need to say to them and how you should behave to ensure a smooth transition.
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Why do we keep asking smart professionals to do these dumb things when it comes to Business Development (BD)
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At a firm retreat this year a partner commented that after seeing me in person my website pic, taken just a few years ago, was “false and misleading advertising”. He pointed out that, unlike in the image I was using online, my hair had turned grey. (Doesn't he know it's the new covid-colour?).
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On 17 January 2017 I shared these tips with clients after attending a briefing by Boston-based BTI Consulting. Last week one Managing Partner pulled this checklist out from his management folder. It was highlighted and notated - and it made my day.
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The coffee catch-up is now officially dead thanks to COVID-19. I think that’s a very good thing too.
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Marketplace appetite for firm mergers and acquisitions is reportedly higher than ever, and – as Australia turns its attention to the ‘next normal’ – many practices are considering a “strategic reboot” in order to grow and succeed.
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It’s very easy to annoy people on Zoom. I show you how not to.
Read MorePwC’s Lynette Nixon shares observations on meetings where some participants are online and then a number of people together in a room.
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The NEXL 2021 State of Law Firm Business Development Report is now available. Get actionable strategies, tactics and tips from 150 Law Firms Leaders and ten Law Firm BD Consultants.
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Is now the right time to pull the plug on your client relationship partner?
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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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In September I participated in a virtual program to become accredited in the Smart Collaboration Accelerator ™. The only difficulty was the US-based program meant 1am starts for the Aussies! Now that problem is solved …
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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 the image you’re trying to project the same one clients see?
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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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