Best practice referrals for professional services firms

Over the years JMA’s research has shown the most successful and profitable professional services firms benefit hugely from referrals (both from individuals external to their firm, and from internal referrals or cross-selling that occurs in-firm). In our latest study 70% of respondents rated their referral relationships or networks as “highly effective” and the number one […]

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Avoiding buyer’s remorse

February 18, 2019 | Posted in: Business Development Skills

Do your clients ever suffer from buyer’s remorse? For many expert professional services – especially legal and accounting – purchase is not optional: it’s mandatory, driven by compliance requirements, or as an essential component of project delivery. Worse still, a fair slice of consumption is a true ‘grudge spend’, mandated by lenders, regulators, and opponents. […]

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Better business development conversations

June 15, 2016 | Posted in: Business Development Skills

Hard sells simply don’t work in professional services; most of us don’t like being “sold” to. As we’ve discussed before, building brand and marketing activities are only the backdrop to real business development conversations and interactions. Unfortunately, when it comes to winning work from prospective clients, many professionals open business development conversations using material unlikely to […]

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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 […]