The most common question professionals ask is 'how do I win more work?' The answer: stop thinking about winning. Learn why successful practices build platforms that orchestrate relationships rather than pipelines that chase transactions, and discover three strategic shifts to transform your approach to business development.
Read MoreIn my view, most firms make it too easy to say ‘no’ to pitching for work. Here are 8 reasons to say ‘Yes’ to a Request For Proposal (RFP) you don’t think you can win.
Read MoreIf you’ve been on my mailing list or reading my articles on LinkedIn for more than 12 months, you’d probably know that at this time of year, I like to send out the same email entitled: “Sweet. Glorious. Nothing.” This year I thought I’d do something different …
Read MoreIf you left your firm would your clients follow you to a new one?* If you don’t know then your probably don’t know your clients well enough.
Read MoreSilly season will soon be upon us, and if you’re an introvert like me, chances are you could be dreading it… That’s why I’ve come up with these tips to help you find it both rewarding and (dare I say) enjoyable.
Read MoreAs professionals we often think we need be the dominant player, setting the course and steering the ship. But the best ideas usually arise when we’re surrounded by ambiguity.
Read MoreAnyone who’s read my articles for any length of time will be aware of my contempt for pushy cross-selling. But that doesn’t mean you shouldn’t be servicing your clients by joining with your firm’s other sections, areas or practice groups; far from it.
Read MoreThere’s a trend among professional services firms to doing more training online. But is it effective when it comes to building networks and learning the right way to do BD? Or are you better off going back to face to face?
Read MoreA lot of firms worry about having partners run their client feedback. You shouldn’t be one of them.
Read MoreMost law and accounting firms know newsletters showcase expertise and generate leads, but execution is difficult. Here's the 6-step framework: make the process quick (48-hour approvals), easy (question templates), shareable (integrate with blog/social), professionally packaged, cross-promoted, current, and high-quality.
Read MoreI want to hear from you…
Read MoreYou invested nights and weekends in a pitch, only to learn someone else won—with zero explanation why. Here's the 7-step framework for turning pitch losses into strategic intelligence: from demanding debrief commitments upfront to conducting cost-benefit analysis on whether to pursue similar work again.
Read MoreHave you ever noticed your Partners are reluctant to follow through on client feedback plans? Here’s why …
Read MoreWhen used correctly, a Net Promoter Score can be a wonderful tool for helping build a stronger, more profitable professional services practice. it’s shame most firms get it so wrong…
Read MoreResearch shows client loyalty doesn't come from delight … it comes from reducing effort. Why being reliable and easy to work with beats spectacular gestures.
Read MoreBeing ignored by someone who asked you to contact them is one of the most frustrating and, frankly, humiliating things we can face as professionals. So if you’re being ‘ghosted’, here’s what to do…
Read MoreIf your Associates had the chance, they’d probably change a lot about your firm - especially when it comes to the way you’re helping - or not helping them - develop their careers. And I think they are onto something.
Read MoreReferral relationships are all about reciprocity. But sometimes we’re just not in a position to refer work back to someone who sends it our way. So, if you find yourself without any clients to send back to your referrer, here’s what you can do.
Read MoreThis is the very best Christmas gift you can give yourself, at least from a business development point of view….
Read MoreAs 2021 draws to a close it’s never been more important to turn off your computer, close the door to the office and walk away from your work. But before you go, some advice about your out of office message (and what not to say).
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