How to manage a bid remotely – Part 3 – managing key bid decisions

May 11, 2020 | Posted in: Win Tenders Bids Proposals

In Part 1 of this series we discussed the importance of focussed and consistent communication with your remote bid team – setting agendas, regular meetings and consistent tools or channels. In Part 2 we covered-off managing less formal interactions and the importance of keeping up remote bid team morale. Now, in Part 3 of How […]

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How easy is it to do business with your professional services firm?

September 7, 2016 | Posted in: Business Development Skills

How is easy it for prospective clients to become clients of your professional services firm? Are you or your team inadvertently putting up barriers that are turning off prospective clients? Firms often work long and hard on the marketing and positioning side of business development so the prospective lead or referred client is primed and […]

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We’re taking everyone to Fiji!

July 22, 2015 | Posted in: Grow your business

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

January 13, 2015 | Posted in: Grow your business

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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Magical business development?

September 10, 2014 | Posted in: Business Development Skills, Grow your business

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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By Linda Julian

Business development is not a spare time activity

December 18, 2013 | Posted in: Grow your business

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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Fortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales

Fortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales

How are Fortune 500 companies dealing with the coronavirus pandemic? Although there is still a great deal of economic ‘crystal balling’ going on at present, some fascinating research has just been released by FORTUNE following a survey of FORTUNE 500 CEOs.   Some of the more interesting and telling findings include: 52% of CEOs are […]