By Alice Vuong

Measuring client satisfaction – a win-win-win situation

September 30, 2015 | Posted in: Grow your business

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 […]

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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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By Linda Julian

Measuring business development success

January 30, 2013 | Posted in: Grow your business

Too often, the “highs” generated by recent wins can over-shadow the facts when it comes to evaluating the success of business development initiatives. It’s a great idea to develop some formal metrics for measuring business development success. Tracking these will be useful: number of proposals to established clients number of proposals to established clients for areas beyond […]

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By Linda Julian

Business development metrics

January 2, 2013 | Posted in: Grow your business

So many professional service firms we meet bemoan the track record of most of their folk in developing new work and new clients in attractive niches. More than occasionally a practice leader confides that their technically competent team knows only how to “feed on the carcasses I kill” or “live like a leech on me”. […]

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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 […]