We are experts at helping professional service firms attract, win, grow and retain clients.

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We understand…

It’s tougher than ever to attract, win, grow and retain clients.

Our work is directed to overcoming business development challenges of firms and professionals who want to:

  • turn strategic aspiration into positive action
  • consolidate and expand client relationships and grow revenues
  • move away from an over-reliance on existing clients for growth
  • win more tenders, proposals and pitches for business
  • link marketing plans and activities to revenue generation
  • find the time, budget and right marketing and BD resources
  • build an effective BD to-do list from a multiplicity of options.

We help by

strategising

Strategising, writing and producing
winning tenders, bids, and proposals

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coaching

Coaching and training professionals in positive
business development behaviours

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planning

Planning, developing and executing effective business development strategies and transformations

Find out more

Referral & Cross-Selling in Practice

Referrals & Cross-Selling
in Practice

Based on analysis of 123 Australasian law firms, our research report gives you insights into effective and profitable referral and cross-selling programs. Discover the practices of the most successful firms, and improve your own results by learning more about:

  • referral strategies and programs adopted by firms
  • internal cross-selling practices at law firms
  • challenges and barriers for firm referral and cross-selling programs.

Ready to learn more? Download your free copy of the report.

Download now
Want to WIN MORE tenders, bids & proposals?

Want to WIN MORE
tenders, bids & proposals?

Making an objective judgement call on whether to bid for a tender or proposal opportunity is the critical first step to improving your success rate and securing profitable new business.

In the first part of our Win more tenders, bids & proposals series, you will learn how to make more informed decisions, and when to say no.

Get Part One Now

From our blog...

Closed or invitation only tenders, bids and proposals

Closed or invitation only tenders, bids and proposals

Firstly, what are closed or invitation only tenders, bids and proposals? In addition to the generally well-understood terms ‘tender’, ‘bid’ and ‘proposal’, there are ‘open’ and ‘closed’ processes, and then variations within each that can apply to professional services procurement. Open or public tenders, bids and proposals An open tender is just that, open to […]
Why firms keep bidding on losers and what you can do about it

Why firms keep bidding on losers and what you can do about it

A crap ‘win rate’ or lack of bidding success is usually a direct result of bidding on too many losers, aka inappropriate ‘opportunities’. Too often, professional services firms are tempted by the potential boost in revenue, and go all out pursuing speculative tender and proposal opportunities. Generally these firms have no consistently applied or objective ‘bid-or-no-bid’ […]
The Rise (and rise) of Sales Operations

The Rise (and rise) of Sales Operations

Sales Operations (or if you like ‘business development’) is moving into a broader, more dynamic and strategic role both within many organisations – and so it should.  If there’s one function in the revenue generation engine that sees all and knows all, it’s Sales Operations. Historically, Sales Operations was a blanket covering anything to do […]
Responding effectively to (unspoken) questions in tenders, bids and proposals

Responding effectively to (unspoken) questions in tenders, bids and proposals

Over the years we’ve read hundreds of requests for tenders and proposals seeking services from professional services firms. Often RFT/Ps can seem cobbled together bastardised versions of older requests that have been edited by committee and end up asking silly, repetitive or irrelevant questions. Most of the time nothing sinister is going on, it is […]

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