BD tips and insights

By Lilla Smee

How to make your proposal client focussed

March 23, 2016 | Posted in: Tenders Bids Proposals | Tags:

Professional services bids, tenders and proposals are tough (and getting tougher), not least of all because you are up against many other firms, each of which has experts as qualified as yours, who have practised for as long as yours have, and who deliver the same expert services for the same type of clients as […]

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The emerging (and powerful) buyer in B2B

March 9, 2016 | Posted in: Business Development Strategy

Millennials – the largest generation since the Baby Boomers – are quickly becoming the key target of B2B marketers. Much has been written about Millennials in B2C as the most educated, tech-savvy, connected, thrifty, and socially and environmentally conscious. However, little has focussed on B2B – this is about to change, and needs to. We’re […]

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Breaking bad bid habits

February 24, 2016 | Posted in: Tenders Bids Proposals | Tags: ,

Time and again, I see professional services clients falling victim to bad bid habits. Abraham Lincoln allegedly said (but actually didn’t): “Give me six hours to chop down a tree, and I will spend the first four sharpening the axe.” Proper planning, organisation, shared accountability, and a sense of urgency is a must if you […]

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Marketing and business development toolkit for 2016

February 10, 2016 | Posted in: Business Development Strategy | Tags:

What activities and approaches should be in your professional services firm’s marketing and business development toolkit for 2016? We’ve created a handy infographic comparing old and new tools. Old ways are not necessarily the wrong way, but there are newer – and often more effective – activities that are worth considering, and which might just prove the […]

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Will your tender end up in the “too long; didn’t read” pile?

December 9, 2015 | Posted in: Tenders Bids Proposals | Tags:

Will evaluators react to your tender, bid or proposal with TL;DR (too long; didn’t read)? In competitive bid processes, evaluators usually have scores of submissions to wade through.  Requests increasingly insist on brevity in responses, often setting word or page limits and other restrictive formats. Your tender responses are not the place for long and […]

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By Alistair Marshall

12 critical performance indicators in addition to the billable hour

November 25, 2015 | Posted in: Business Development Strategy | Tags:

What gets measured gets improved. Many professional services firms fail to measure critical performance indicators for their business, clients, and staff, and are therefore failing to track the behaviours and strategies which correlate with future financial and strategic success. It’s common for firms to focus only on individual billable hours as a success measure. While […]

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Standing out from the crowd

It’s tough to stand out from your competition and keep great clients plus attract new ones.  And it doesn’t help when professionals so often put their marketing communication efforts  –  and dollars  –  into making themselves part of the crowd rather than standing out. Does your firm stand out? Our recently released benchmarking research found […]

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GET SMART: create an effective client service plan with your next tender

Whether you want to win a new account or grow and retain an existing client, tender preparation is an opportunity to map out how your firm can (and will) deliver first-rate service. In the flurry to submit tenders, bids, or proposals many professional services firms miss the chance to create an effective client service plan. […]

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Traditional advertising: a wasteland for professional services business development

October 14, 2015 | Posted in: Business Development Strategy

I hoped our 2015 research into Australasian law firms marketing and BD activities would show that advertising in traditional media (print, billboard, radio, TV) was finally dead. But our data shows that plenty of firms are still persisting with advertising, despite knowing it doesn’t work. Preliminary research findings reveal that advertising in traditional media is […]

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By Alice Vuong

Measuring client satisfaction – a win-win-win situation

Preliminary results from our research study with ALPMA, Winning work in a digital world, indicate that 64% of Australasian law firms do not have formal processes in place to measure client satisfaction. This means more than half of firms surveyed spend time, money and effort to win work and clients, but fail to follow-up in […]

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Feature article

So you’ve been asked to provide a capability statement

So you’ve been asked to provide a capability statement

The meeting with that prospective client went well, and the signs are pointing to yes for some work to head your way. But, *groan* they’ve just asked you to ‘send over your capability statement’ so they can show a few colleagues before they make a decision. What a capability statement is not Firstly, let’s be […]