As economic conditions begin to bite, it pays to remember we’ve been here before…
Read MoreShutting down your phone and talking frankly could be the key to growing your practice. Here’s why.
Read MoreWinning 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.
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 More'Delighting' clients is a goal that puts Herculean pressures on professionals, offers low marginal value to clients, and increases costs of doing business. So what to do?
Read MoreSaying thank you isn’t just good manners, it’s also good for business
Read MoreFor a long time many business experts have been singing the praises of the cross-sell for professional services firm. Well, I disagree - at least in part. Here’s 5 reasons why.
Read MoreThe key to professional services success could be to ditch the people you don’t get along with.
Read MoreMoving 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.
Read MoreThe coffee catch-up is now officially dead thanks to COVID-19. I think that’s a very good thing too.
Read MoreIs now the right time to pull the plug on your client relationship partner?
Read MoreThese 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.
Read MoreWith COVID-19 forcing big changes to our work, keeping up the relationship with your clients requires a new set of rules.
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.
Read MoreTurning around your clients’ perceptions and improving your Net Promoter Score may be much easier than you think, so long as you’re brave.
Read MoreResearch 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.
Read MoreMany in-house legal teams adopt the view that they’re a law firm with the business as their sole client. I disagree with this approach entirely. Taking an ‘us and them’ stance reduces lawyers to a ‘check’ on strategy rather than being part of the strategic team.
Read MoreFour corporate GCs of US Companies gave their unvarnished opinions of law firm marketing at the legal sales and service conference in Chicago. Here’s what they said …
Read MoreWhat’s the size of your clients’ budgets this financial year? If you don’t have any idea of a client’s budget, you can’t possibly know your share of wallet.
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