Business Development Skills archive

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 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

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

Selling professional services is not a numbers game

July 10, 2013 | Posted in: Business Development Skills

“Get out there – make as many contacts as you can – follow them all up – don’t give up on any of them – network like crazy – the more contacts you make the better your chance of getting new business.”  This is not sage advice for selling more of your expert professional services. […]

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By Linda Julian

Be marketing minded

July 3, 2013 | Posted in: Business Development Skills

Being marketing minded means investing energy and a small amount of time in doing the “little extras” which, over the long run: increase client satisfaction encourage more work yield referrals cement valuable and satisfying relationships. Here are a few ideas to get you started: You’ve just concluded a major project, transaction, or case… immediately send […]

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By Linda Julian

13 support staff strategies to maintain client satisfaction

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

The vital role your support staff play in client satisfaction is often overlooked. However a client’s experience at reception, or their first phone call to your firm can colour every other interaction – for better or worse. Here are 13 quick tips your support staff can use to represent your firm even better. Represent clients […]

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By Linda Julian

Marketing minutes

Many lawyers and expert professionals juggling lots of competing tasks struggle to allocate significant chunks of time to business development as often as they’d like. But all of us – no matter how busy – can take “marketing minutes” just about every day. One marketing minute drop a brief note to a client thanking them […]

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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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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), […]