By Linda Julian

Get to grips with client needs

November 20, 2013 | Posted in: Business Development Skills

Clients have needs and wants.  Some needs they recognise, others they don’t.  Some wants they articulate, others are unspoken [but still wanted]. Sustainable success is founded on harnessing professional knowledge and skills to meet wants and needs of clients in ways which produce value for both parties. Core to this process is understanding what clients […]

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By Linda Julian

Getting to meet with a new prospect

November 6, 2013 | Posted in: Business Development Skills

“I want your work” doesn’t mean that a new prospect will automatically fit you into their schedule. If you have a high enough profile and big reputation, those down the pecking order may be flattered that you want to meet.  However, those further up the decision-making tree are mostly far too busy to allocate precious […]

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By Linda Julian

Do your homework before first encounters

October 30, 2013 | Posted in: Business Development Skills

If you don’t want to  squander great business development opportunities with new clients, do your homework before first encounters. Here are some of our client meeting tips to help your prepare. Before meeting new clients, research and make sure you understand their: business, organisation, operations operating environment legal needs personal needs/interests. Then prepare a list […]

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By Linda Julian

Put clients first

September 18, 2013 | Posted in: Business Development Skills

Your clients will know when you put them first, and they’ll reward you – and your business – for doing so. Here are some ways to know if you put clients first: You always show an interest in their business – not just when you’re looking for more business. You are brave about giving the client […]

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By Linda Julian

More marketing mindedness

July 24, 2013 | Posted in: Business Development Skills

In marketing mindness, we outlined how a tiny amount of time in doing the “little extras” will: increase client satisfaction encourage more work yield referrals cement valuable and satisfying relationships. Here are two more examples to help get you underway with being marketing minded in everyday practice: You need a lengthy personal meeting with your […]

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By Linda Julian

13 support staff strategies to maintain client satisfaction

February 27, 2013 | Posted in: Business Development Skills

The vital role your support staff play in client satisfaction is often overlooked. However a client’s experience at reception, or their first phone call to your firm can colour every other interaction – for better or worse. Here are 13 quick tips your support staff can use to represent your firm even better. Represent clients […]

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By Linda Julian

Marketing minutes

February 20, 2013 | Posted in: Business Development Skills

Many lawyers and expert professionals juggling lots of competing tasks struggle to allocate significant chunks of time to business development as often as they’d like. But all of us – no matter how busy – can take “marketing minutes” just about every day. One marketing minute drop a brief note to a client thanking them […]

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By Linda Julian

Business development metrics

January 2, 2013 | Posted in: Business Development Strategy

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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Feature article

How to manage a bid remotely – Part 1 – effective collaboration at a distance

How to manage a bid remotely – Part 1 – effective collaboration at a distance

In the wake of the ‘new normal’ COVID-19 has brought we are all learning new techniques and trialling different approaches to managing tenders, bids and proposals. Many bid teams who would normally work alongside each other have had to drastically adjust as the old onsite collaboration model has (for now) been turned on its head. […]