Win more clients with a better tender strategy in 2015
With the four big Australian banks due to call for legal services tenders this year, several insurance tenders long overdue and the Victorian Whole of Government Tender for legal services imminent, not to mention Defence Minister Kevin Andrews “competitive evaluation process” (not a tender) afoot, there’s certainly lots on for 2015. Here are some of […]
Continue Reading7 marketing and business development musts for law firm prosperity in 2015
Our recent Taking the Pulse research with ALPMA found that firms with “well-developed” or “sophisticated” marketing and business development (BD) functions were generally more successful and had a better financial outlook (51% reported fee revenues of $10M + a year, and 43% expected more than 10% revenue growth) than firms with less sophisticated, or “under-developed” […]
Continue ReadingGuarantee your firm a bigger, better and brighter 2015
2015 will only be better if you take action to make it better. I can hear the excuses already: “I’m too busy”, “I need more time”, “I need more money”, “I’ll just wait until the market improves”, “I’ll wait until I get lucky”, and so on. People are always waiting for the perfect time to […]
Continue ReadingJust another undifferentiated fish in the sea: What you don’t want your firm to be!
In our recent research study into the state of business development and marketing in Australasian law firms, we invited respondents to describe the biggest marketing or business development challenge faced by their firm. Many respondents identified the struggle to positively differentiate from competitors as their biggest challenge. Several respondents elaborated: “we are undifferentiated generalists in […]
Continue ReadingFaceTime, or the power of real life meetings in a digital world
In a way, we’re all more visible than ever, emailing, linking-in, twittering and googling away the day. It’s tempting to get busy with that and think we’re “doing” relationship building. As a fellow consultant recently told us of senior decision makers: “Face time. They all want face time.” And she wasn’t talking about Apple’s FaceTime […]
Continue ReadingPosition your firm or die!
Just like those panel beaters who “specialise” in ALL makes and ALL models, the generalist service provider will struggle, particularly as technology and off-shoring continue to commoditise and consolidate previously profitable areas.
Continue ReadingMagical business development?
We often receive enquiries from firms looking for short cuts and quick fixes to business development issues and prosperity problems. Many contact us when things are already dire – perhaps they’ve lost a big client due to an unsuccessful tender, or because there’s been a monumental service slip up. Many are looking for a magic […]
Continue ReadingPlaying the long game to get on the list for invitation only tenders
We’re often asked how firms can get on the list for “by invitation only” tenders. If the tender request is already out, sometimes a cheeky approach direct to the procurement powers can work. Sometimes. Usually it doesn’t. So how can you and your firm make it on to the radar of these large consumers of […]
Continue ReadingAlternative tenders – show clients what they want
Use alternative tenders as a competitive edge. In formal bid and tender processes, responses are often constrained by word limits, irrelevant questions, meaningless measures and procurement’s lack of imagination. So, how can you get a jump on your competitors and not only win, or retain work with a major client, but also end up with […]
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.
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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. […]
