Business Development Strategy archive

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 […]

Continue Reading

Your favourite blog posts of 2016

It’s a wrap for the JMA BD insights and tips blog for 2016, but before we slide into holiday mode, we wanted to take a look back at our readers’ favourite posts of 2016. These are the top five – have you read them yet? #1 Pricing lessons from a Big Six pricing specialist Our […]

Continue Reading

What do you really know about your competition?

In contracting and mature professional services markets, it’s more important than ever to know how your firm stacks up against the competition. This applies generally to firms, but it is also really important in competitive tender, bid and proposal situations. Even basic information about your competitors can be a powerful tool for your decision-making – […]

Continue Reading
By Alistair Marshall

100 days left: how to make 2016 your best year ever

September 21, 2016 | Posted in: Business Development Strategy

Did you know there are only 100 days left in the year? But you need not panic – if you are truly organized, you still have time to make 2016 the most successful year ever for your professional services firm. Many of you probably put together an aspirational list of hopes, dreams and targets for your […]

Continue Reading
By Lilla Smee

5 steps to a successful marketing strategy

August 24, 2016 | Posted in: Business Development Strategy | Tags:

The most profitable professional services firms understand that a successful marketing strategy is part of everything they do; it’s a coordinated process, not just a series of campaigns. Just like politicians who stay on message, the most successful firms have focus: from cultivating referral relationships to tweeting, each activity is aligned to the overall goals […]

Continue Reading

Perceived advantage in professional services

July 27, 2016 | Posted in: Business Development Strategy

Maybe you’re one of those fortunate professionals who has such a stand out service to offer that it’s clearly technically superior, demonstrably better, and so reported by objective analysts and high-profile “industry authorities”.  You and your firm have no trouble attracting, winning, growing and retaining right-fit clients. More likely, the professional services you offer – […]

Continue Reading
By Alistair Marshall

Revenue and marketing audit to set your firm up for success

Phew! It’s over. Another financial year is complete. Was it as successful as you had hoped? What are your plans for the next 12 months? If you don’t have answers to these questions, now is the perfect time to do your revenue and marketing audit, and get focused for the year ahead. Set your firm […]

Continue Reading
By Lilla Smee

Pricing lessons from a Big Six pricing specialist

June 29, 2016 | Posted in: Business Development Strategy | Tags:

With the ever-increasing debate around hourly billing and alternatives, and savvier and more demanding clients, professional services firms – and in particular, law firms – need to get smarter about how to manage pricing if they are to remain profitable. It seems inevitable in some areas of law (insurance, property) that it’s simply a race […]

Continue Reading
By Alistair Marshall

How to get more work from existing clients

June 1, 2016 | Posted in: Business Development Strategy

When trying to develop new business in professional services, always go to your existing clients first. Why? Because they already have a relationship with you and they believe in your service. Many firms mistakenly overlook existing clients when they try to source new work. The return on investment from targeting your existing clients who know […]

Continue Reading
By Alice Vuong

Generate new business with positive WOM

May 18, 2016 | Posted in: Business Development Strategy | Tags:

Having advocates for your firm, services, and people is extremely powerful. Positive Word-of-Mouth (WOM) is a highly effective and low cost way to generate new business for your professional services firm. Our Winning Work in a Digital World research results indicated that word-of-mouth or personal relationships were the second-highest source of new business enquiries for […]

Continue Reading

Select articles

Feature article

Lost proposals…was your price really too high?

Lost proposals…was your price really too high?

For many prospective clients, the fastest and easiest way to tell you that they’re not proceeding with your proposal, tender or bid is to say “sorry  –  the price is too high”.   Sometimes this is the entire story. Other times, it is simply a quick way to avoid saying what’s really the problem  –  […]