Business Development Skills archive

Better business development conversations

June 15, 2016 | Posted in: Business Development Skills | Tags:

Hard sells simply don’t work in professional services; most of us don’t like being “sold” to. As we’ve discussed before, building brand and marketing activities are only the backdrop to real business development conversations and interactions. Unfortunately, when it comes to winning work from prospective clients, many professionals open business development conversations using material unlikely to […]

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FaceTime, or the power of real life meetings in a digital world

In a way, we’re all more visible than ever, emailing, linking-in, twittering and googling away the day. It’s tempting to get busy with that and think we’re “doing” relationship building. As a fellow consultant recently told us of senior decision makers: “Face time. They all want face time.” And she wasn’t talking about Apple’s FaceTime […]

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Magical business development?

We often receive enquiries from firms looking for short cuts and quick fixes to business development issues and prosperity problems. Many contact us when things are already dire – perhaps they’ve lost a big client due to an unsuccessful tender, or because there’s been a monumental service slip up. Many are looking for a magic […]

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By Linda Julian

How to murder a client relationship

December 4, 2013 | Posted in: Business Development Skills | Tags:

A strong client relationship is critical to business success.  An angry client is a problem to your professional practice. But consider for a moment: a disappointed client may be a much greater danger. Disappointed clients rarely write angry letters, ring you to complain, or take the trouble to tell you what’s wrong. Instead, little by little, […]

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By Linda Julian

All important first meetings

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

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 […]

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By Linda Julian

Get to grips with client needs

November 20, 2013 | Posted in: Business Development Skills | Tags:

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 […]

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By Linda Julian

Getting to meet with a new prospect

November 6, 2013 | Posted in: Business Development Skills | Tags:

“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 […]

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By Linda Julian

Do your homework before first encounters

October 30, 2013 | Posted in: Business Development Skills | Tags:

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 […]

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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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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), […]