Business development is not a spare time activity
For professionals who want a prosperous, thriving practice and more agile and profitable firm, business development is not a spare time activity. Maintaining flow of work from clients, developing revenue streams, and funding future clients rank as priorities alongside attending today’s matters. Business development shouldn’t wait for time to spare. It’s a core activity rather […]
Continue ReadingMeaningful differentiators of professional services firms
Too many professional services firms spend far too long trying looking for one out-of-the-box differentiator to beat all the rest. Only rarely is it possible. Some professional services firms make the lame claim that their differentiation is their people. Let’s face it, all people are different, but good and great and kind and generous and […]
Continue ReadingHow to murder a client relationship
A strong client relationship is critical to business success. An angry client is a problem to your professional practice. But consider for a moment: a disappointed client may be a much greater danger. Disappointed clients rarely write angry letters, ring you to complain, or take the trouble to tell you what’s wrong. Instead, little by little, […]
Continue ReadingAll important first meetings
When you have an opportunity to meet with a new business or commercial client, be prepared. Here’s a quick checklist of “homework” for your first meetings. Check out their website Run through background issues on the company, industry, and its competitors Find out, if you can, who currently handles their legal work Think through the […]
Continue ReadingGet to grips with client needs
Clients have needs and wants. Some needs they recognise, others they don’t. Some wants they articulate, others are unspoken [but still wanted]. Sustainable success is founded on harnessing professional knowledge and skills to meet wants and needs of clients in ways which produce value for both parties. Core to this process is understanding what clients […]
Continue ReadingHow to develop perceived advantage over competitors
Maybe you’re one of those fortunate professionals who has such a stand out service to offer that it’s clearly technically superior, demonstrably better, and so reported by objective analysts and high-profile “industry authorities”. More likely, the professional services you offer – while better than many – are neck-and-neck with alternatives. If you belong to the […]
Continue ReadingGetting to meet with a new prospect
“I want your work” doesn’t mean that a new prospect will automatically fit you into their schedule. If you have a high enough profile and big reputation, those down the pecking order may be flattered that you want to meet. However, those further up the decision-making tree are mostly far too busy to allocate precious […]
Continue ReadingDo your homework before first encounters
If you don’t want to squander great business development opportunities with new clients, do your homework before first encounters. Here are some of our client meeting tips to help your prepare. Before meeting new clients, research and make sure you understand their: business, organisation, operations operating environment legal needs personal needs/interests. Then prepare a list […]
Continue ReadingGreat marketing is about finding the sweet spot
Good marketing starts with the word “no”. No, not the right client. No, not the right matter. No, not right fit for us now. In the same vein, great marketing is largely about finding your “sweet spot” – and finding ways to do lots of that work. Better still, only that work. Maybe it will […]
Continue ReadingPainful to replace
No one is irreplaceable. No expert, no professional, no one. But if you want to push yourself up the continuum towards “irreplaceable” status, here are some things to work on. Don’t just focus on routine work – no matter how profitable. Work that can easily be reduced to a set of rules, routines, instructions, or […]
Continue ReadingSelect articles
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. […]
