So many myths have grown up around marketing and business development across the professional services. We’ve tackled a few in recent blogs but this week I want to look at the difference between what’s outside and inside your building because internal marketing is marketing too! One of the aforementioned myths is that marketing and BDContinue reading “For lawyers and accountants internal marketing is marketing too”
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What is the difference between marketing and business development?
One of the questions we get asked a lot by the lawyers, accountants, patent and trade mark attorneys and barristers we work with is “what is the difference between marketing and business development?” Some think it’s pretty much the same thing. Others just aren’t sure. This is why we thought it may be useful toContinue reading “What is the difference between marketing and business development?”
How can lawyers and accountants start to reintroduce traditional face-to-face business development back into their BD plans (part 2)?
In our last blog we looked at how to move face-to-face meetings back in to your personal BD plan. If you are still a little nervous about reconnecting after such a long time there is another way lawyers and accountants can start to reintroduce traditional face-to-face business development back into their BD plans. You canContinue reading “How can lawyers and accountants start to reintroduce traditional face-to-face business development back into their BD plans (part 2)?”
How can lawyers and accountants maximise their audience’s engagement when presenting online?
Whenever and however you’re presenting, you know your number one objective is to engage your audience. This immediately becomes more difficult on Teams, Zoom or Skype so how can lawyers and accountants maximise their audience’s engagement when presenting online? My first tip would be to always remember presenting virtually is very different to presenting inContinue reading “How can lawyers and accountants maximise their audience’s engagement when presenting online?”
How can lawyers and accountants start to reintroduce traditional face-to-face business development back into their BD plans (part 1)?
Walking around London this week made me think we seems to be pretty much back to normal. Everywhere is busy and more and more of our client meetings are (mercifully) back to being held onsite and in person. And as we’re back in the office it is arguably the right time for lawyers and accountantsContinue reading “How can lawyers and accountants start to reintroduce traditional face-to-face business development back into their BD plans (part 1)?”
For law firms and accountants the annual drinks event is so 2019 … but what’s replaced it?
This blog was inspired by a conversation with a Chief Exec of a law firm this week but the point is totally relevant to any law firm, accountancy practice, IP firm or barristers’ chambers. The point is that a law firms and accountants’ annual drinks event is so 2019 but what can you do insteadContinue reading “For law firms and accountants the annual drinks event is so 2019 … but what’s replaced it?”
For lawyers and accountants, when it comes to business development where and when do you start?
One question I get asked an awful lot – and last week seems to have seen it asked more often than ever! – is when it comes to business development, where and when should lawyers and accountants start? This question comes up in a number of guises. It might be posed by a trainee, aContinue reading “For lawyers and accountants, when it comes to business development where and when do you start?”
When it comes to BD for lawyers and accountants, visibility will always trump clever marketing
When I was a marketing director at Eversheds around 20 years ago, I learned a very valuable lesson. Don’t focus on marketing strategy over tactics because when it comes to BD for lawyers and accountants, visibility will always trump clever marketing. As a newcomer to the legal world, I got side-tracked by new websites, brochuresContinue reading “When it comes to BD for lawyers and accountants, visibility will always trump clever marketing”
How do you get lawyers/accountants more engaged with business development?
One of the questions I get asked a lot is “how do you get lawyers/accountants more engaged with business development?” Heads of marketing and BD in law firms and accountancy practices go on to explain their fee earners are reluctant to get involved in BD irrespective of whether this BD is about developing existing relationshipsContinue reading “How do you get lawyers/accountants more engaged with business development?”
How do you follow up with contacts without being salesy?
If you are a lawyer, accountant, business adviser, patent or trade mark attorney, or architect you know follow is crucial to BD success but how do you follow up with contacts without being too salesy? When do lawyers and accountants need to follow up with contacts? When you are doing business development you need toContinue reading “How do you follow up with contacts without being salesy?”