Why you need a good LinkedIn profile, and where to start
Have you ever used Google to find out more about someone you met at a networking event or conference? Chances are that their LinkedIn profile showed up somewhere near the top of search results, and probably higher than their firm website bio. If someone Googled you, what would they find? LinkedIn is the most popular […]
Continue Reading5 steps to a successful marketing strategy
The most profitable professional services firms understand that a successful marketing strategy is part of everything they do; it’s a coordinated process, not just a series of campaigns. Just like politicians who stay on message, the most successful firms have focus: from cultivating referral relationships to tweeting, each activity is aligned to the overall goals […]
Continue ReadingPricing lessons from a Big Six pricing specialist
With the ever-increasing debate around hourly billing and alternatives, and savvier and more demanding clients, professional services firms – and in particular, law firms – need to get smarter about how to manage pricing if they are to remain profitable. It seems inevitable in some areas of law (insurance, property) that it’s simply a race […]
Continue ReadingIs your firm website working for you?
Last year, our research into digital marketing and business development indicated that only 13% of Australasian law firms have websites that are highly effective at generating new business enquiries. At its best, this is what your professional services firm website should be doing. Form or substance? If you think your professional services firm website needs […]
Continue ReadingHow to make your proposal client focussed
Professional services bids, tenders and proposals are tough (and getting tougher), not least of all because you are up against many other firms, each of which has experts as qualified as yours, who have practised for as long as yours have, and who deliver the same expert services for the same type of clients as […]
Continue ReadingHow firm policies can give you a competitive edge
If your professional services firm wants to win work with government, insurer, banking, telecommunications, or large corporate clients, it’s increasingly important to have documented firm policies and procedures in place. Requesting copies of your policies and procedures is becoming very common in RFTs. Tenderers want to gauge risk, as well as assess how efficiently and […]
Continue ReadingLegal directory listings: what are the benefits?
It’s that time of year again… legal directory listings are open! If you are considering whether submissions to the Chambers & Partners and/or The Legal 500 directory listings are right for your firm, read on. We’ll outline some of the benefits.
Continue ReadingShould you ask clarification questions during a tender process?
Most tender processes include a period during which respondents can submit clarification questions. These might relate to practical matters, such as the format of the submission, or to specific questions or components of the tender. In putting together a compliant bid, you want to be sure you understand the questions and address them correctly, and […]
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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. […]
