All 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 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 […]
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 ReadingPut clients first
Your clients will know when you put them first, and they’ll reward you – and your business – for doing so. Here are some ways to know if you put clients first: You always show an interest in their business – not just when you’re looking for more business. You are brave about giving the client […]
Continue ReadingExpert status – being known v being known for something that matters
Too often, we observe time and effort of professionals being squandered on becoming widely known, rather than on becoming known for something that matters to a smaller group, and ideally to those who truly care about it. Whether through personal networking, social media, business community engagement, conference presentations, seminars, publishing, or other channels, there’s only […]
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. […]
