BD tips and insights

By Linda Julian

Unmet, unaddressed, and unrecognised needs are business opportunities

July 17, 2013 | Posted in: Business Development Strategy | Tags:

Clients have needs:  some recognised, others unrecognised.  Among the needs they recognise, some clients may have unmet needs  –  needs for which they have not yet found a professional service solution.  Unmet needs present business development opportunities for an expert professional. By implication, unmet needs can be classed as: unsatisfied  –  no satisfactory service has […]

Continue Reading
By Linda Julian

Selling professional services is not a numbers game

July 10, 2013 | Posted in: Business Development Skills

“Get out there – make as many contacts as you can – follow them all up – don’t give up on any of them – network like crazy – the more contacts you make the better your chance of getting new business.”  This is not sage advice for selling more of your expert professional services. […]

Continue Reading
By Linda Julian

Be marketing minded

July 3, 2013 | Posted in: Business Development Skills

Being marketing minded means investing energy and a small amount of time in doing the “little extras” which, over the long run: increase client satisfaction encourage more work yield referrals cement valuable and satisfying relationships. Here are a few ideas to get you started: You’ve just concluded a major project, transaction, or case… immediately send […]

Continue Reading
By Linda Julian

Pre-proposal due diligence

March 13, 2013 | Posted in: Tenders Bids Proposals | Tags: , ,

Those who’ve done it know well that while tenders, bids, and competitive proposals are great ways to win work, it’s easy to squander precious time and money on bids with limited prospects of success. Here’s a simple framework for pre-proposal due diligence which our consultants find helpful in guiding professional service firm clients to correct […]

Continue Reading
By Linda Julian

Possible key selling arguments

March 6, 2013 | Posted in: Tenders Bids Proposals | Tags: ,

Sorting through what’s important to your prospective client and determining what will differentiate you from your competitors can be a daunting task. In hard-fought competitions, how we deal with even minor issues can make the critical difference between winning, and losing. This list is a useful starting point in determining how best to position your […]

Continue Reading
By Linda Julian

13 support staff strategies to maintain client satisfaction

February 27, 2013 | Posted in: Business Development Skills | Tags: ,

The vital role your support staff play in client satisfaction is often overlooked. However a client’s experience at reception, or their first phone call to your firm can colour every other interaction – for better or worse. Here are 13 quick tips your support staff can use to represent your firm even better. Represent clients […]

Continue Reading
By Linda Julian

Marketing minutes

Many lawyers and expert professionals juggling lots of competing tasks struggle to allocate significant chunks of time to business development as often as they’d like. But all of us – no matter how busy – can take “marketing minutes” just about every day. One marketing minute drop a brief note to a client thanking them […]

Continue Reading
By Linda Julian

Cultivating gravitas

February 13, 2013 | Posted in: Business Development Skills

While some lawyers and professionals just have gravitas, others struggle to find it, and a whole lot simply don’t realise they lack it. Professionals who exude gravitas: speak with authority and have that authority accepted are quietly confident apparently naturally command are accorded high status in a room have others take notice of their views […]

Continue Reading
By Linda Julian

Case studies – using them to improve your tender or proposal

February 6, 2013 | Posted in: Tenders Bids Proposals | Tags: ,

Well-devised case studies in tenders or proposals can be compelling. Case studies, in this context, mean write-ups (in a journalistic or “article” style) of individual cases or circumstances which demonstrate: your distinctive expertise your understanding of the client’s industry and business challenges your appreciation of the special requirements, preferences, and culture of your prospective client […]

Continue Reading
By Linda Julian

Measuring business development success

January 30, 2013 | Posted in: Business Development Strategy | Tags:

Too often, the “highs” generated by recent wins can over-shadow the facts when it comes to evaluating the success of business development initiatives. It’s a great idea to develop some formal metrics for measuring business development success. Tracking these will be useful: number of proposals to established clients number of proposals to established clients for areas beyond […]

Continue Reading

Select articles

Feature article

Closed or invitation only tenders, bids and proposals

Closed or invitation only tenders, bids and proposals

Firstly, what are closed or invitation only tenders, bids and proposals? In addition to the generally well-understood terms ‘tender’, ‘bid’ and ‘proposal’, there are ‘open’ and ‘closed’ processes, and then variations within each that can apply to professional services procurement. Open or public tenders, bids and proposals An open tender is just that, open to […]