When we talk to the solicitors, accountants, patent attorneys and barristers we work with about business development (whether they’re getting started or wanting to get better at BD) one of the topics we’ll invariably get on to is what skills you need to be good at business development. Hopefully it will come as some reliefContinue reading “Essential skills lawyers & accountants should have for business development success.”
Author Archives: Six.Two.Eight
What local business development activities can help lawyers & accountants grow their profile?
You only need to take a quick glance at the headlines to see how hard the smaller law and accountancy firms across the UK have been hit over the last couple of months. During that time, a number of more locally focussed firms have got in touch to ask what types of business development theyContinue reading “What local business development activities can help lawyers & accountants grow their profile?”
How do you ‘follow up’ effectively and add value?
One issue I see all too often is professionals getting preoccupied with seeking instructions and referrals in follow up ‘coffee’ meetings. However, a good relationship is never all about instructions and referrals. There is a multitude of other ways for you to add value to your professional relationships so you get closer to your contacts. So whatContinue reading “How do you ‘follow up’ effectively and add value?”
Have you had a networking event with another firm that didn’t deliver results?
Perhaps you’re accountants and the other party were solicitors? Did the meeting go like this? The most senior person began by introducing him/herself first – “Hello, I am [x] and I joined [y] in [year of joining the firm] and I am a [specialism].” And then the next most senior person performs the same ritual. AndContinue reading “Have you had a networking event with another firm that didn’t deliver results?”
Would you like to win more work after delivering workshops, seminars and presentations?
The first question to ask yourself is “are you presenting to the right audience?” All too often I see lawyers and accountants hosting training events, investing loads of time to prepare talks that will give away loads of valuable content for free. The only thing is hosting events costs a lot in terms of time, budgetContinue reading “Would you like to win more work after delivering workshops, seminars and presentations?”
3 Practical tips to help you become a thought leader
Thought leadership is about positioning yourself as a ‘go to’ professional, an expert in your field. Advertising and sponsorship won’t do this. Nor will brochures and websites. Here are 3 practical ways to become a thought leader: 1. Create interesting/practical/easy-to-understand new content This is more to than just publishing articles on your firm’s website orContinue reading “3 Practical tips to help you become a thought leader”
What is your measure of success?
At the end of an event are you happy to say “it was brilliant over [insert big number here] people attended, great job”? What outcomes do you look for after a website or brand relaunch? Is it by page visits? How do you ascertain whether your social media policies are working? Do you count views and likes?Continue reading “What is your measure of success?”
10½ simple tricks you can implement today to improve the effectiveness of your business development
Some law, IP and accountancy firms are still looking for marketing magic wand, some brilliant new idea no one else has ever had. The reason they can’t find it is that it doesn’t exist! My suggestion? Instead of searching for something that doesn’t exist, check that you’re doing the basics listed out below; these simple tactics willContinue reading “10½ simple tricks you can implement today to improve the effectiveness of your business development”
Speed networking and elevator pitches are not effective!
Why do I make such a bullish claim? Well, most people agree with the notion that success in professional services hinges on two things – – A quality product/ service that people want to buy – Strong relationships So, with that in mind, how does reciting an ‘elevator script’ or spouting benign sales patter do either?!Continue reading “Speed networking and elevator pitches are not effective!”
How to save money on business development tools
I have a practical suggestion that will not only save your firm tens of thousands of pounds but also spare you the cost/effort/disruption of implementing an expensive CRM system or updating your current contact management software. All you need is what Microsoft or Apple already offers as standard. If you were to write up, collectContinue reading “How to save money on business development tools”