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The question that I was asked recently – How do I spot the signs that a client is interested in working with me? When are they just being polite and taking an interest, and when are they serious about working with me? In this blog post we explore how to spot when you have a…
Getting back in touch with people and old colleagues is something that many of us find difficult. Regardless of whether your motive is driven by a commercial need or you are just curious, it doesn’t make it any easier to get back in touch. However, for most of us, there is a huge amount of…
Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We asked him, did he qualify his leads at any stage in the business development process. He looked at us blankly… This is…
In this week’s business development clinic, Heather Townsend answers a knotty problem. How to change the way your practice markets itself? i.e. how to make your partners sit up and take notice of some of the newer and more effective marketing practices now available? This is not an unusual problem – and I see it…
This is the first blog in a series by Martin Bragg, a highly experienced business development expert with 20 years experience in professional service firms. Martin has worked in business development for major international law firms including the magic circle and for accountancy practices in the big four and beyond. In this first blog post, Martin…
One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. In yesterday’s post we answered the question whether having a niche would mean you would have to turn business away. (no!) In today’s post, we will look at possibly the next biggest…
One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. However, many professionals resist having a niche because they are worried about turning business away. Let’s deal with this one, once and for all – will I have to turn business away…
One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. Over the next few posts we are going to dig deep into the ‘why’, ‘who’, ‘what’ and how of a niche. Firstly, let’s consider what we actually mean by a niche… A…
I was reading a great blog post by Dinah Liversidge on ‘is being ‘fine’ costing you business’, which prompted me to think in more detail about how being ‘fine’ is hindering your from developing your personal brand and relationships further. Dinah, in her article, examines really well the reasons why we say it. In this…
Saying thank you for referrals or introductions to people is an important way to express your gratitude, and educate your network that you would like more of these. (This includes both your internal firm network and your external network) With a little thought and pre-planning, you can implement these ideas very quickly and always have…
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