Co-opetition: if you can’t beat them, should you join them?

Co-opetition or ‘competitive collaborations’ are alliances formed between direct and sometimes indirect competitors. The term co-opetition is used by management academics and economists to describe the phenomenon of ‘competing without having to kill the opposition and co-operating without having to ignore self-interest’. You can think of co-opetition as a sort of ‘if you can’t beat […]

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Same-same, but different – Best practice for recycling boilerplate tender, bid & proposal content

December 4, 2017 | Posted in: Tenders Bids Proposals

I once had a client say he wanted to do ‘fresh writing’ for the entirety of content in every single tender, bid and proposal response. That’s right…every time…every bid…100% written from scratch. Unsurprisingly the ‘fresh writing’ diktat put considerable extra pressure on his already frazzled team and didn’t help his firm’s win rate. When it […]

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Standing out from the crowd

November 11, 2015 | Posted in: Business Development Strategy

It’s tough to stand out from your competition and keep great clients plus attract new ones.  And it doesn’t help when professionals so often put their marketing communication efforts  –  and dollars  –  into making themselves part of the crowd rather than standing out. Does your firm stand out? Our recently released benchmarking research found […]

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By Alistair Marshall

Why should I choose you? – Differentiate your service offering

April 29, 2015 | Posted in: Business Development Strategy

Recently, I had an interesting experience on the receiving end of half a dozen pitches from firms offering their services. In each instance, I asked myself which ones would make good partners for the business, and decent referrals for our client base? Some talked a lot without asking me any questions or finding out what […]

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By Guest Blogger

Can a full service law firm survive in a digital age?

March 4, 2015 | Posted in: Business Development Strategy

Our guest blogger is Jim Thompson, digital marketing expert and Director of One Rabbit. Imagine that you are a full service law firm offering the standard gamut of services to a broad spectrum of market segments and industries. You are made up of a number of partners and people who are experts in their particular fields. You […]

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Just another undifferentiated fish in the sea: What you don’t want your firm to be!

November 19, 2014 | Posted in: Business Development Strategy

In our recent research study into the state of business development and marketing in Australasian law firms, we invited respondents to describe the biggest marketing or business development challenge faced by their firm. Many respondents identified the struggle to positively differentiate from competitors as their biggest challenge. Several respondents elaborated: “we are undifferentiated generalists in […]

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Position your firm or die!

October 8, 2014 | Posted in: Business Development Strategy

Just like those panel beaters who “specialise” in ALL makes and ALL models, the generalist service provider will struggle, particularly as technology and off-shoring continue to commoditise and consolidate previously profitable areas.

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By Linda Julian

Meaningful differentiators of professional services firms

December 11, 2013 | Posted in: Business Development Strategy

Too many professional services firms spend far too long trying looking for one out-of-the-box differentiator to beat all the rest. Only rarely is it possible. Some professional services firms make the lame claim that their differentiation is their people. Let’s face it, all people are different, but good and great and kind and generous and […]

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By Linda Julian

How to develop perceived advantage over competitors

November 13, 2013 | Posted in: Business Development Strategy

Maybe you’re one of those fortunate professionals who has such a stand out service to offer that it’s clearly technically superior, demonstrably better, and so reported by objective analysts and high-profile “industry authorities”. More likely, the professional services you offer – while better than many – are neck-and-neck with alternatives. If you belong to the […]

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By Linda Julian

Keys to differentiation

We all know how difficult it can be to differentiate ourselves from our (often very) successful competitors. However, differentiation is critical to a winning proposal  –  without it, you will simply be one of the pack. Four keys to effective differentiation are: focus on what your client thinks is important – not only on what […]

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Feature article

Responding effectively to (unspoken) questions in tenders, bids and proposals

Responding effectively to (unspoken) questions in tenders, bids and proposals

Over the years we’ve read hundreds of requests for tenders and proposals seeking services from professional services firms. Often RFT/Ps can seem cobbled together bastardised versions of older requests that have been edited by committee and end up asking silly, repetitive or irrelevant questions. Most of the time nothing sinister is going on, it is […]