By Lilla Smee

Why you need a good LinkedIn profile, and where to start

October 19, 2016 | Posted in: Business Development Skills

Have you ever used Google to find out more about someone you met at a networking event or conference? Chances are that their LinkedIn profile showed up somewhere near the top of search results, and probably higher than their firm website bio. If someone Googled you, what would they find? LinkedIn is the most popular […]

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By Lilla Smee

Is your firm website working for you?

May 4, 2016 | Posted in: Business Development Strategy

Last year, our research into digital marketing and business development indicated that only 13% of Australasian law firms have websites that are highly effective at generating new business enquiries. At its best, this is what your professional services firm website should be doing. Form or substance? If you think your professional services firm website needs […]

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Is digital lead generation right for your professional services firm?

September 16, 2015 | Posted in: Business Development Strategy

Digital lead generation – or using digital channels to generate interest in your services and guide potential clients into your sales pipeline – is a highly popular approach to business development, for some very good reasons. As I discussed in an earlier post, we’re now past the tipping point for all things digital. With the […]

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Digital marketing: are you still stuck in a material world?

March 11, 2015 | Posted in: Business Development Strategy

In 1984, Madonna sang about living in a material world, but some thirty years later we’re well and truly living in a digital world. When it comes to marketing, you may still be clinging to that material world. If your firm has neglected or underinvested in digital marketing, 2015 is the year to get real. […]

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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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FaceTime, or the power of real life meetings in a digital world

November 5, 2014 | Posted in: Business Development Skills

In a way, we’re all more visible than ever, emailing, linking-in, twittering and googling away the day. It’s tempting to get busy with that and think we’re “doing” relationship building. As a fellow consultant recently told us of senior decision makers: “Face time. They all want face time.” And she wasn’t talking about Apple’s FaceTime […]

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Feature article

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 […]