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

Find out more

planning

Planning, developing and executing effective business development strategies

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...

Why will a client accept your tender, bid or proposal? More key selling arguments

Why will a client accept your tender, bid or proposal? More key selling arguments

When it comes to key selling arguments for your professional services tenders, bids and proposals it can be hard to distil down precisely the benefits you bring and the value you offer. Here some questions and tips to help you strategically work through what it is exactly you are offering clients in your tenders, bids […]
14 tender, bid & proposal trends that are here to stay in 2018

14 tender, bid & proposal trends that are here to stay in 2018

JMA has prepared a guide to the top 14 professional services tender, bid and proposal trends we have observed emerging in the last couple of years. Some trends are positive, others more challenging and for the most part, for better or worse, these 14 tender, bid & proposal trends are now firmly here to stay. […]
Same-same, but different – Best practice for recycling boilerplate tender, bid & proposal content

Same-same, but different – Best practice for recycling boilerplate tender, bid & proposal content

I once had a client say he wanted to do ‘fresh writing’ for the entirety of content in every single tender, bid and proposal response. That’s right…every time…every bid…100% written from scratch. Unsurprisingly the ‘fresh writing’ diktat put considerable extra pressure on his already frazzled team and didn’t help his firm’s win rate. When it […]
So you’ve been asked to provide a capability statement

So you’ve been asked to provide a capability statement

The meeting with that prospective client went well, and the signs are pointing to yes for some work to head your way. But, *groan* they’ve just asked you to ‘send over your capability statement’ so they can show a few colleagues before they make a decision. What a capability statement is not Firstly, let’s be […]

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