Grow your business archive

Scoping work simply

July 8, 2015 | Posted in: Grow your business | Tags:

Scoping and estimating professional services can be hard work. It’s an important skill for professionals to cultivate, as clients are increasingly demanding alternatives to the billable hour.  And alternative pricing options are tricky to work through and develop if you don’t have a good understanding of your real costs to begin with. We see many firms, when asked […]

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Digital marketing: are you still stuck in a material world?

March 11, 2015 | Posted in: Grow your business | Tags: ,

In 1984, Madonna sang about living in a material world, but some thirty years later we’re well and truly living in a digital world. When it comes to marketing, you may still be clinging to that material world. If your firm has neglected or underinvested in digital marketing, 2015 is the year to get real. […]

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By Guest Blogger

Can a full service law firm survive in a digital age?

Our guest blogger is Jim Thompson, digital marketing expert and Director of One Rabbit. Imagine that you are a full service law firm offering the standard gamut of services to a broad spectrum of market segments and industries. You are made up of a number of partners and people who are experts in their particular fields. You […]

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7 marketing and business development musts for law firm prosperity in 2015

Our recent Taking the Pulse research with ALPMA found that firms with “well-developed” or “sophisticated” marketing and business development (BD) functions were generally more successful and had a better financial outlook (51% reported fee revenues of $10M + a year, and 43% expected more than 10% revenue growth) than firms with less sophisticated, or “under-developed” […]

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By Alistair Marshall

Guarantee your firm a bigger, better and brighter 2015

December 3, 2014 | Posted in: Grow your business

2015 will only be better if you take action to make it better. I can hear the excuses already: “I’m too busy”, “I need more time”, “I need more money”, “I’ll just wait until the market improves”, “I’ll wait until I get lucky”, and so on. People are always waiting for the perfect time to […]

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Just another undifferentiated fish in the sea: What you don’t want your firm to be!

November 19, 2014 | Posted in: Grow your business | Tags: ,

In our recent research study into the state of business development and marketing in Australasian law firms, we invited respondents to describe the biggest marketing or business development challenge faced by their firm. Many respondents identified the struggle to positively differentiate from competitors as their biggest challenge. Several respondents elaborated: “we are undifferentiated generalists in […]

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Position your firm or die!

October 8, 2014 | Posted in: Grow your business | Tags: ,

Just like those panel beaters who “specialise” in ALL makes and ALL models, the generalist service provider will struggle, particularly as technology and off-shoring continue to commoditise and consolidate previously profitable areas.

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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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The year ahead: new realities and legal market trends of 2014

February 12, 2014 | Posted in: Grow your business | Tags:

As 2014 gets underway, the legal profession is continuing to feel the bite of rapidly changing business models, practices and processes that are dictating the success or failure of firms. Here are some of our observations on trends set to impact the legal market in 2014 …

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By Linda Julian

Business development is not a spare time activity

December 18, 2013 | Posted in: Grow your business | Tags:

For professionals who want a prosperous, thriving practice and more agile and profitable firm, business development is not a spare time activity. Maintaining flow of work from clients, developing revenue streams, and funding future clients rank as priorities alongside attending today’s matters. Business development shouldn’t wait for time to spare.  It’s a core activity rather […]

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Feature article

How to create value add services for tenders, bids & proposals

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 […]