The results are in, and most of us agree: in the context of professional services, BD is more difficult for women. But could the shift to online offer a ray of hope?
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As economic conditions begin to bite, it pays to remember we’ve been here before…
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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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When 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…
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Referral 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.
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For 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 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”.
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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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In this day and age, ignoring procurement is a very big mistake.
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Ever noticed that some professionals get a disproportionate amount of referral work? We show you how to be one of them.
Read MoreWhether it’s revenue, profitability, staff KPIs or new sales, every professional services firm likes to measure performance. The problem is many measure things that probably don’t matter. Here’s my list of what your firm actually should be measuring.
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Referrals are the lifeblood of most professional practices. But it’s not always easy to negotiate your way around the etiquette of referrals so that you keep referrer and client happy. That’s why I’ve created this guide to referral etiquette.
Read MoreNeed work now? Read my 7 tips to boosting your bottom line today.
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Call me old fashioned, but I think nothing beats referrers as a source of new work.
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It’s just 24 hours until the first live Bledisloe Cup decider in many years. And given that so many people on both sides of the Tasman have rugby on their minds, I thought now was a great time to think about selecting your practice’s own first XV.
Read MoreFor professional services firms, developing clients and winning more work can sometimes seem like a daunting task. So if you’re looking to kick off or refresh your business development efforts, here are 14 ideas to get you started.
Read MoreRecommendations and referrals are the lifeblood of any professional services business but there’s something that can make us decidedly embarrassed about asking for them.
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