Business Development Strategy archive

Position your firm or die!

October 8, 2014 | Posted in: Business Development Strategy | 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.

Continue Reading

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 […]

Continue Reading

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

February 12, 2014 | Posted in: Business Development Strategy | 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 …

Continue Reading
By Linda Julian

Business development is not a spare time activity

December 18, 2013 | Posted in: Business Development Strategy | 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 […]

Continue Reading
By Linda Julian

Meaningful differentiators of professional services firms

December 11, 2013 | Posted in: Business Development Strategy | Tags:

Too many professional services firms spend far too long trying looking for one out-of-the-box differentiator to beat all the rest. Only rarely is it possible. Some professional services firms make the lame claim that their differentiation is their people. Let’s face it, all people are different, but good and great and kind and generous and […]

Continue Reading
By Linda Julian

How to develop perceived advantage over competitors

November 13, 2013 | Posted in: Business Development Strategy | Tags: ,

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”. More likely, the professional services you offer – while better than many – are neck-and-neck with alternatives. If you belong to the […]

Continue Reading
By Linda Julian

Great marketing is about finding the sweet spot

October 16, 2013 | Posted in: Business Development Strategy

Good marketing starts with the word “no”. No, not the right client. No, not the right matter. No, not right fit for us now. In the same vein, great marketing is largely about finding your “sweet spot”  –  and finding ways to do lots of that work.  Better still, only that work. Maybe it will […]

Continue Reading
By Linda Julian

Painful to replace

October 2, 2013 | Posted in: Business Development Strategy | Tags:

No one is irreplaceable.  No expert, no professional, no one.  But if you want to push yourself up the continuum towards “irreplaceable” status, here are some things to work on. Don’t just focus on routine work – no matter how profitable.  Work that can easily be reduced to a set of rules, routines, instructions, or […]

Continue Reading
By Linda Julian

Keys to differentiation

We all know how difficult it can be to differentiate ourselves from our (often very) successful competitors. However, differentiation is critical to a winning proposal  –  without it, you will simply be one of the pack. Four keys to effective differentiation are: focus on what your client thinks is important – not only on what […]

Continue Reading
By Linda Julian

Unmet, unaddressed, and unrecognised needs are business opportunities

July 17, 2013 | Posted in: Business Development Strategy | Tags:

Clients have needs:  some recognised, others unrecognised.  Among the needs they recognise, some clients may have unmet needs  –  needs for which they have not yet found a professional service solution.  Unmet needs present business development opportunities for an expert professional. By implication, unmet needs can be classed as: unsatisfied  –  no satisfactory service has […]

Continue Reading

Select articles

Feature article

Closed or invitation only tenders, bids and proposals

Closed or invitation only tenders, bids and proposals

Firstly, what are closed or invitation only tenders, bids and proposals? In addition to the generally well-understood terms ‘tender’, ‘bid’ and ‘proposal’, there are ‘open’ and ‘closed’ processes, and then variations within each that can apply to professional services procurement. Open or public tenders, bids and proposals An open tender is just that, open to […]