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 […]Continue Reading
Referrals are a great way for professionals to grow their practice, and there are lots of things you can do to stimulate them. From most sources, referrals are intermittent – they ebb and flow with the cycle of business, busy-ness, and contact. But sometimes referrals slow down – or worse, stop completely – and you […]Continue Reading
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 […]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), […]