Another question the senior partners at the firms we work with ask us a lot is how you persuade lawyers and accountants to make time for BD. To answer this question, I sometimes make a parallel to how we encourage our children to get into good habits. What lessons can we learn from raising childrenContinue reading “How do you persuade lawyers and accountants to make time for BD?”
Author Archives: Six.Two.Eight
How can lawyers and accountants get luckier with business development?
Let’s face it when you’re doing business development, your success will come down to luck, the luck of who you meet, when you meet them and who else these people know. With that in mind how can you get luckier with business development? Here are 2 tips that will make sure you get luckier whenContinue reading “How can lawyers and accountants get luckier with business development?”
As a lawyer or accountant, why do you write a business plan? For internal budgeting or to grow your practice?
If you are a lawyer, accountant, or business adviser you will be familiar with business plans. But why do you write a business plan? In our experience it’s never a popular activity because: 1. Writing a business plan takes a lot of time, time that you’d probably prefer to spend doing something else. 2. BusinessContinue reading “As a lawyer or accountant, why do you write a business plan? For internal budgeting or to grow your practice?”
For lawyers and accountants internal marketing is marketing too
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”
Why is BD more important for lawyers and accountants today?
A question I get asked a lot is “why is BD more important for lawyers/accountants today?” Before I answer this question I want to debunk 3 BD myths: 1. Doing a good job is enough No, it isn’t! Clients expect your expertise and quality to be a given. They also expect good service and addedContinue reading “Why is BD more important for lawyers and accountants today?”
When it comes to marketing lawyers and accountants, it’s easy to let perfection prevent progress
I appreciate this may not sit well with some but when it comes to marketing lawyers and accountants, it really is easy to let perfection prevent progress. What do I mean? All too often a combination of a lawyer/accountants’ natural eye for detail (understandable as after all, that’s what your clients rely on not toContinue reading “When it comes to marketing lawyers and accountants, it’s easy to let perfection prevent progress”
How do you find time for business development?
The most common reason lawyers and accountants give for not doing BD is lack of time but, with clients and deadlines putting you under pressure, how do you find time for business development? If you’ll permit me to be blunt, the reality is: – We make time for the things that we want to doContinue reading “How do you find time for business development?”
How can lawyers and accountants win more tenders?
With formal procurement becoming more commonplace we are constantly being asked how lawyers and accountants can convert more pitches into clients so here is a very easy way to win more tenders, pitches, and beauty parades. All you need to do is provide evidence you’ve acted for clients that match the profile of the individualContinue reading “How can lawyers and accountants win more tenders?”
How can lawyers and accountants grow client relationships?
Although new client acquisition is what most lawyers and accountants focus their business development on, the truth is the easiest and most productive source of new work will always be your existing clients. But to extricate opportunities you need to have strong client relationships so how can lawyers and accountants grow client relationships? The goodContinue reading “How can lawyers and accountants grow client relationships?”
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?”