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 Reading
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” […]Continue Reading
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 […]Continue Reading
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”. […]Continue Reading
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Remember, nothing is so complex that it cannot be explained simply Albert Einstein was spot-on when he said “nothing is so complex that it cannot be explained simply”. Tenders, bids, proposals, and informal pitches for business are not times to show how clever and capable you are by using legalese (I’m looking at you lawyers), […]