BD tips and insights

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 […]

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By Linda Julian

Case studies – using them to improve your tender or proposal

February 6, 2013 | Posted in: Win 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 […]

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By Linda Julian

Measuring business development success

January 30, 2013 | Posted in: Grow your business | 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 […]

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By Linda Julian

Business development forecasting

January 23, 2013 | Posted in: Grow your business

Forecasting business development outcomes – wins – is an important and valuable element of successful professional services selling. But forecasting is tough. So often it’s about identifying multiple uncertainty factors, and estimating the impact of each, plus making judgements about options to influence outcomes. Good forecasting of sales lets us (and others around us) plan. […]

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By Linda Julian

Tender debrief

January 16, 2013 | Posted in: Win Tenders Bids Proposals | Tags:

If you’ve gone to the effort and expense of tendering be sure to debrief – win or lose – on the outcome. If there is an opportunity for face-to-face debriefing, take it – it’s only fair that large legal consumers who invite tenders offer debriefing and feedback to tenderers, whatever the result. Use these questions […]

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By Linda Julian

Business development skills improvement

January 9, 2013 | Posted in: Business Development Skills

Here are some key business development skills areas that may need improvement in your professional services firm. Rate yourself on each, and work out what most needs to improve: understanding the business development process understanding how clients make decisions presenting your firm’s credentials positioning and differentiating yourself and your firm prioritising your personal marketing efforts winning in […]

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By Linda Julian

Business development metrics

So many professional service firms we meet bemoan the track record of most of their folk in developing new work and new clients in attractive niches. More than occasionally a practice leader confides that their technically competent team knows only how to “feed on the carcasses I kill” or “live like a leech on me”. […]

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Feature article

How to create value add services for tenders, bids & proposals

How to create value add services for tenders, bids & proposals

Value add services have become de rigueur for B2B services relationships and can be a positive, indeed tender-winning differentiator for your business. ‘Free of charge’ is music to clients’ ears given in the 21st century we’re all being expected to do more with less. And as we know, you have to give in order to […]