Business development skills

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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Feature article

Tender readability – tips to improve your tender presentation and some tender presentation no-nos

Tender readability remains a problem for some in the 21st century. I still see submission documents that cling to a handful of really old hat tender presentation and formatting techniques. I suspect this is because some of these ‘rules’ are viewed as being more appropriate to a ‘formal’ style of document such as a tender. […]

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LEARN HOW TO SAY NO

Winning tenders, proposals and pitches is now essential for most services businesses, whether it’s to secure new valuable business or retain hard-to-replace revenue streams.

Making an objective judgement call on whether to bid for a tender or proposal opportunity is the critical first step to improving your success rate and securing profitable new business.

In the first part of our Win more tenders, bids & proposals series, you will learn how to make more informed decisions, and when to say no.

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Referrals & Cross-Selling in Practice

Based on analysis of 123 Australasian law firms, our research report gives you insights into effective and profitable referral and cross-selling programs. Discover the practices of the most successful firms, and improve your own results by learning more about:

Business Development Skills archive