BD tips and insights

By Linda Julian

Put clients first

September 18, 2013 | Posted in: Business Development Skills | Tags:

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 […]

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By Linda Julian

Expert status – being known v being known for something that matters

September 11, 2013 | Posted in: Business Development Skills

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 […]

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By Alice Vuong

Timeless leadership

September 4, 2013 | Posted in: Business Development Skills

It’s 28 August, 1963. Standing on the Washington steps, Martin Luther King Jr delivers a powerful message calling for change and empowering a nation to stand against social injustice and fight for human rights. On the 50th anniversary of this historic event, we took a moment to reflect on the lessons in leadership we can […]

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By Linda Julian

Badgering into buying doesn’t build business

August 28, 2013 | Posted in: Business Development Skills

Among the bad sales approaches peddled out there is a set of activities based on the idea that if you keep at certain prospects often and long enough, you’ll eventually succeed.  But mostly, you can’t badger desirable clients into buying, and it’s definitely not the best way to build business. If prospective clients aren’t in […]

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By Linda Julian

When referrals stop

August 21, 2013 | Posted in: Business Development Skills | Tags:

Referrals are a great way for professionals to grow their practice, and there are lots of things you can do to stimulate them. From most sources, referrals are intermittent – they ebb and flow with the cycle of business, busy-ness, and contact. But sometimes referrals slow down – or worse, stop completely – and you […]

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By Linda Julian

The 4 Cs of persuasion

August 14, 2013 | Posted in: Win Tenders Bids Proposals | Tags:

We’ve all had the experience of watching a TV commercial and wondering “what was that all about?”, or reading a sales promotion letter and thinking “so what?  why should I care?” Or even worse, receiving a proposal and groaning at the thought of reading the whole document. Persuasive messages can be characterised by the four […]

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By Alice Vuong

Quitters’ generation – 8 warning signs of demotivation

August 7, 2013 | Posted in: Business Development Skills

Staff retention is an emerging critical issue in a generation where the expected useful life of a job is under three years. Spotting warning signs of demotivation in your work group and addressing them early can not only help improve staff retention, but also boost morale and productivity. Spend 2 minutes evaluating your workplace against […]

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By Linda Julian

Keys to differentiation

July 31, 2013 | Posted in: Grow your business, Win Tenders Bids Proposals | Tags:

We all know how difficult it can be to differentiate ourselves from our (often very) successful competitors. However, differentiation is critical to a winning proposal  –  without it, you will simply be one of the pack. Four keys to effective differentiation are: focus on what your client thinks is important – not only on what […]

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By Linda Julian

More marketing mindedness

July 24, 2013 | Posted in: Business Development Skills | Tags:

In marketing mindness, we outlined how a tiny amount of time in doing the “little extras” will: increase client satisfaction encourage more work yield referrals cement valuable and satisfying relationships. Here are two more examples to help get you underway with being marketing minded in everyday practice: You need a lengthy personal meeting with your […]

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By Linda Julian

Unmet, unaddressed, and unrecognised needs are business opportunities

July 17, 2013 | Posted in: Grow your business | 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 […]

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Feature article

Tender writing tips – Nothing is so complex that it cannot be explained simply

Tender writing tips – Nothing is so complex that it cannot be explained simply

Remember, nothing is so complex that it cannot be explained simply Albert Einstein was spot-on when he said “nothing is so complex that it cannot be explained simply”. Tenders, bids, proposals, and informal pitches for business are not times to show how clever and capable you are by using legalese (I’m looking at you lawyers), […]