Generate new business with positive WOM
Having advocates for your firm, services, and people is extremely powerful. Positive Word-of-Mouth (WOM) is a highly effective and low cost way to generate new business for your professional services firm. Our Winning Work in a Digital World research results indicated that word-of-mouth or personal relationships were the second-highest source of new business enquiries for […]
Continue ReadingTender planning: don’t hit go before you’re ready and set
Does this tender planning scenario sound familiar? Excitement builds the first couple of days after an RFT release; there are even attempts to draft responses, but then professional work takes priority and the tender project quickly loses momentum. By the time someone reinvigorates the project, the deadline is looming and the task is even more […]
Continue ReadingMeasuring client satisfaction – a win-win-win situation
Preliminary results from our research study with ALPMA, Winning work in a digital world, indicate that 64% of Australasian law firms do not have formal processes in place to measure client satisfaction. This means more than half of firms surveyed spend time, money and effort to win work and clients, but fail to follow-up in […]
Continue Reading8 proposal hacks to save you time, money (and sanity)
Putting together a compliant, persuasive and well-presented bid can be a daunting task, especially when you’re often in a race against the clock. We’ve put together proposal hacks that can help you and/or your business development team beat the tender blues.
Continue ReadingCase studies: the ‘so what?’ test
Case studies have become a common way for firms to evidence their expertise in tenders, capabilities documents, directories, blog posts and on their websites. But before you launch into writing up your next case study, pause for a moment and think about how you can make it a compelling and stand-out case for your audience. […]
Continue ReadingLegal directory results: what next?
Congratulations if your firm has been listed in one of the major legal directories (Chambers & Partners, APL500 or others). You may be thinking, what next? Don’t sit idly and let your time, efforts and results go to waste. Take action with our top tips for making the most of your directory listing.
Continue ReadingTimeless leadership
It’s 28 August, 1963. Standing on the Washington steps, Martin Luther King Jr delivers a powerful message calling for change and empowering a nation to stand against social injustice and fight for human rights. On the 50th anniversary of this historic event, we took a moment to reflect on the lessons in leadership we can […]
Continue ReadingQuitters’ generation – 8 warning signs of demotivation
Staff retention is an emerging critical issue in a generation where the expected useful life of a job is under three years. Spotting warning signs of demotivation in your work group and addressing them early can not only help improve staff retention, but also boost morale and productivity. Spend 2 minutes evaluating your workplace against […]
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Feature article
Tender readability – tips to improve your tender presentation and some tender presentation no-nos
Tender readability remains a problem for some in the 21st century. I still see submission documents that cling to a handful of really old hat tender presentation and formatting techniques. I suspect this is because some of these ‘rules’ are viewed as being more appropriate to a ‘formal’ style of document such as a tender. […]
