Shutting down your phone and talking frankly could be the key to growing your practice. Here’s why.
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You have just 120 hours a year to get your Business Development (BD) done. So what should you focus on?
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In 2021, the Law Society of Singapore launched their first programme for small to mid-sized law firms called Raising The Bar (RTB). RTB is a four to five-month acceleration programme customized to help law firms transform their business journey. Here’s how three firms applied what they learnt in RTB …
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As the legal industry diversifies beyond traditional structures, we’ve witnessed the rise of the hyperspecialised law firm. Often spinoffs from large law firms, hyper-specialised boutiques focus on a particular area of expertise, type of client, or local area
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Winning back clients can be easier than wooing new ones. Wondering how to do that? The key is understanding why they left in the first place.
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As the pressure to innovate mounts, firms are looking for previously unexplored avenues which may provide competitive advantage.
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In professional services, the laws of Business Development (BD) are being re-written before our very eyes. I explore what it takes to succeed in today’s marketplace.
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Why you should stop thinking about winning work and start thinking about building your ecosystem.
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In 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.
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If 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 …
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If 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.
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Silly 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.
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As 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.
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Anyone 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.
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There’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?
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A lot of firms worry about having partners run their client feedback. You shouldn’t be one of them.
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Q: How do you motivate a busy professional to write an article? A: You can't. So here's 7 steps to make it easier for everyone...
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I want to hear from you…
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If you’ve lost a pitch and they won’t tell you why here are 7 things you need to do to get over it.
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Have you ever noticed your Partners are reluctant to follow through on client feedback plans? Here’s why …
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