BD tips and insights

Your favourite blog posts of 2016


It’s a wrap for the JMA BD insights and tips blog for 2016, but before we slide into holiday mode, we wanted to take a look back at our readers’ favourite posts of 2016. These are the top five – have you read them yet?

#1 Pricing lessons from a Big Six pricing specialist

Our most popular blog post this year was Pricing lessons from a Big Six pricing specialist, where Dr Lilla Smee interviews Clayton Utz’s Head of Pricing and Legal Project Management and learns more about the nexus of pricing, value and project management.

#2 Marketing and business development toolkit for 2016

Marketing and business development toolkit for 2016 looks at different activities and approaches you can take to grow your firm. Alison Garling, our visual communications consultant, even made you an infographic comparing traditional and new ways of approaching BD. What are your firm’s favourite and most successful techniques for growing business?

#3 Breaking bad bid habits

In Breaking bad bid habits, Amy Burton-Bradley gives you smart tips to break the most common habits that can hamstring professional services firms during those high pressure tender and bid processes.

#4 How to get more work from existing clients

“80% of your sales come from 20% of your clients.” In How to get more work from existing clients, Alistair Marshall provides a simple exercise to help you get more work from your existing – and best – clients. There’s even a free template you can download to kick off 2017.

#5 The emerging (and powerful) buyer in B2B

Another blog that struck a chord with readers was Adam Thorp’s The emerging (and powerful) buyer in B2B. Professional services firms need to understand the ways that educated, tech-savvy, connected, thrifty, and socially and environmentally conscious Millennials want to do business. If your firm sells B2B, you need to read this report and rethink your strategy and how you execute it, because the old process of sales enablement and effectiveness no longer enables, and it is no longer effective.


And if you haven’t already got your hands on the latest JMA and ALPMA research into law firm business development and marketing, you can get your copy of the findings here. There are plenty of insights and tips that apply to any professional services firm looking to boost referrals and stimulate cross-selling.

Thank you to our 8,000+ subscribers

The JMA team wishes readers a safe and happy holiday season, and a bright and successful 2017. We’ll be back in early in the New Year with fresh insights and plenty of good ideas to help you get, keep, and grow business with the right clients.

Check out the JMA blog archive for other posts you might have missed, or please get in touch.

Select articles

Feature article

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 […]