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 […]

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By Alistair Marshall

What to do when clients want a price negotiation

Having a price negotiation with a client is not always easy, but it’s an important skill and one that you’ll need to employ more and more. Clients bargaining with their professional services firm is not unusual. It’s perfectly reasonable for clients to care about their money, and it’s smart for you to show that you […]

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Winning tenders, bids and proposals: what matters most?

November 16, 2016 | Posted in: Tenders Bids Proposals | Tags:

Clients often ask me what will help them write a winning tender, bid or proposal. Look through the following list of proposal or tender attributes (or key pieces) and pick the three you think will have the most impact on whether you win (or not): content accuracy clarity of writing completeness conciseness persuasive language addressing […]

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Using firm governance and management to gain competitive (and other) advantages

When leading and large clients determine their professional service relationships, one factor influencing their decision is how well prospective service providers fit with their own values, culture, and aspirations. Evidence of strong governance and responsible management goes a long way to demonstrating this fit and becomes especially important in competitive bids, tender and proposal processes with […]

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Why you need a good LinkedIn profile, and where to start

October 19, 2016 | Posted in: Business Development Skills | Tags: ,

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 […]

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What do you really know about your competition?

In contracting and mature professional services markets, it’s more important than ever to know how your firm stacks up against the competition. This applies generally to firms, but it is also really important in competitive tender, bid and proposal situations. Even basic information about your competitors can be a powerful tool for your decision-making – […]

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By Alistair Marshall

100 days left: how to make 2016 your best year ever

September 21, 2016 | Posted in: Business Development Strategy

Did you know there are only 100 days left in the year? But you need not panic – if you are truly organized, you still have time to make 2016 the most successful year ever for your professional services firm. Many of you probably put together an aspirational list of hopes, dreams and targets for your […]

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How easy is it to do business with your professional services firm?

How is easy it for prospective clients to become clients of your professional services firm? Are you or your team inadvertently putting up barriers that are turning off prospective clients? Firms often work long and hard on the marketing and positioning side of business development so the prospective lead or referred client is primed and […]

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5 steps to a successful marketing strategy

August 24, 2016 | Posted in: Business Development Strategy | Tags:

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 […]

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By Alistair Marshall

Selling professional services? Not my job!

August 10, 2016 | Posted in: Business Development Skills

When selling professional services, you can’t simply leave it all to the marketing manager. For any marketing program to work properly, it needs to be supported by an appropriate business development, practical marketing, or sales program (call it what you will). Converting a prospective client into a new client, and potential work into actual business, […]

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Winning tenders, bids and proposals: what matters most?

Winning tenders, bids and proposals: what matters most?

Clients often ask me what will help them write a winning tender, bid or proposal. Look through the following list of proposal or tender attributes (or key pieces) and pick the three you think will have the most impact on whether you win (or not): content accuracy clarity of writing completeness conciseness persuasive language addressing […]