Generate new business with positive WOM
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 ReadingIs your firm website working for you?
Last year, our research into digital marketing and business development indicated that only 13% of Australasian law firms have websites that are highly effective at generating new business enquiries. At its best, this is what your professional services firm website should be doing. Form or substance? If you think your professional services firm website needs […]
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Why second place can be better than first
Back in 1962, car hire company Avis was struggling. They had only 11% market share, and hadn’t turned a profit in 13 years. Under the direction of new CEO Robert Townsend, the company launched their famous campaign theme of being number two in the market, with the slogan “We try harder”, drawing positive attention to […]
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The emerging (and powerful) buyer in B2B
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 […]
Continue ReadingMarketing and business development toolkit for 2016
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 […]
Continue ReadingStanding 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 […]
Continue ReadingTraditional advertising: a wasteland for professional services business development
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 […]
Continue ReadingMeasuring 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 […]
Continue ReadingIs digital lead generation right for your professional services firm?
Digital lead generation – or using digital channels to generate interest in your services and guide potential clients into your sales pipeline – is a highly popular approach to business development, for some very good reasons. As I discussed in an earlier post, we’re now past the tipping point for all things digital. With the […]
Continue ReadingWe’re taking everyone to Fiji!
How one professional services firm changed their culture and had their most profitable year yet. Recently, JMA visited a regional professional services firm success story, Hunter Financial Planning Group, and spoke with CEO and Director, Brian Kennaugh. In five short years Brian, business partner Phil Smith, and the HFP team have reshaped what was a typical, […]
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Feature article
How to create value add services for tenders, bids & proposals
Value add services have become de rigueur for B2B services relationships and can be a positive, indeed tender-winning differentiator for your business. ‘Free of charge’ is music to clients’ ears given in the 21st century we’re all being expected to do more with less. And as we know, you have to give in order to […]
