We’re often told that winning new work means knowing as much as you can about a client before you meet them for the first time. It’s great in theory. But in reality, new clients often want to meet on very short notice – and that’s where an efficient briefing system can really help.
Read MoreOne of the most common questions professionals ask me is what to do when they’re asked to reduce their fees.
Read MoreI’m very pleased to have been invited to join the editorial board of the US-based Legal Sales and Service Organization.
Read MoreBreaking up may be hard to do, especially when there is money involved. But if you’re not consistently showing bad clients the door you’re not just making your working life less enjoyable, you’re also affecting your business’s ability to grow.
Read MoreFormal client feedback programs are a vital part of client listening, not least because they can underscore your firm’s commitment to clients in a very tangible and personal way. But they should never be where your client listening program begins and ends.
Read MoreIn 2015, I'll again be facilitating the strategy and business planning sessions as part of the College Of Law's Legal Practice Management program.
Read MoreLast week I spoke with legal, accounting and engineering firms about what 2015 is likely hold for business development and marketing. And it made me think back to research I did in 2006, some nine years ago.
Read MoreFor business development experts working in professional services, trying to convince Partners of the merits of your plan can be a daunting - even confronting - experience
Read MoreWithout giving too much away, my view is that the climate is getting more competitive for legal and accounting firms and business development needs to get smarter - much smarter.
Read MoreI was lucky enough to host a panel featuring some of the top business development professionals from some of our best professional services firms. I asked them what were the top myths they'd like to bust about sales.
Read MoreOn Friday 24 October I'll be facilitating a panel that reveals what some leading professional service firms are doing as part of the APSMA 2014 Annual Conference.
Read MoreOn Friday 17 October I facilitated a workshop for Young Insurance Professionals Aust & NZ [YIPs] about building networks.
Read MoreAs the volume of online information grows, it's becoming increasingly difficult to get your message heard.
Read MoreLaw firms can often deliver better service and generate better profitability by refining the way they work.
Read MoreFor professional services firms, a successful sales campaign involves much more than simply cold calling. It requires strategy, planning and - most importantly of all - commitment across the whole firm.
Read MoreA good sales regime includes at least one Business Development activity every day. So if you are starting from scratch or just scratching your head about what to do in that small window of available time then here's a start
Read MoreI was delighted to see Brown Wright Stein Lawyers recognised for their profit-raising success at the NSW Australian Legal Practice Management Association's (ALPMA) annual end of year round up
Read MoreThese General Counsel had they much more in common when it came to what they looked for in relationships with their legal service providers. Here are more than 4o tips for the lawyers who want to work with them…
Read MoreIt's familiar, it's easy to use - but email might just be the biggest killer of time and productivity in the office today.
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