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Category Archives: Business Development and Selling
Post COVID 19 – Your Firm Probably Needs a New Strategy
I can always tell if a firm hasn’t got a working strategy. All I have to do is ask a partner what the strategy is. What I typically then hear is a list of activities – and that isn’t a … Continue reading
Is Asking Clients for Feedback a Sign of Weakness?
Sadly, many professionals think it is! Perhaps they believe that clients will think you lack confidence, or awareness. But I think this view is sorely mistaken. Imagine this situation: you have halfway through your first piece of work with an … Continue reading
Improving Margins in a Downturn for Professional Service Firms
COVID-19 is bound to be affecting workflows and margins. Here’s a programme of activities to address this. Some are strategic and fundamental and others are tactical and operational. These are the questions that need to be answered together with the … Continue reading
Matter Management Matters – Improving Quality and Efficiency
I’ve delivered dozens of workshops on this topic and always get the same reaction to the question ‘Who is responsible for what aspects of a matter?’ There are blank faces, because there is typically no clear answer. The implications of … Continue reading
Economists are Wrong! Clients Buy Based on Emotions
The conventional belief of economists (and all other scientific, logical disciplines such as finance and the law) is that people are logical. What nonsense! Homo sapiens is a highly complex creature that is difficult to comprehend. But we buy based … Continue reading
How to Meet Your Contact’s Boss
You might have a really good relationship with a senior person, for example the HR Director, General Counsel, CFO, etc but feel the need to build a relationship with the CEO or Chair to help win a big strategic project. … Continue reading
Why Professionals Just Focus on Earning Fees…
…And don’t do all the other good things they should. What sort of things am I talking about? It’s the non-billable stuff, such as business development, managing key accounts, generating knowhow and sharing it with colleagues, introducing clients to colleagues … Continue reading
How to Measure Your Sales Pipeline
Firms tend to measure sales predominantly. This is understandable. Sales are important and the figures tend to be indisputable. But might this measure discourage sufficient activity in developing the sales pipeline? One firm I worked with found that it took, … Continue reading
Posted in Business Development and Selling
Tagged 10-point scale, BD, Business Development, cross selling, pipeline, pitch
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