Author Archives: Six.Two.Eight

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”

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?”

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?”

Just like charity begins at home, business development begins with your existing clients.  Yes, new client wins are sexier but it’s hard; the easiest route to new work is the people you already know.  However, when it comes to maximising their potential, is client relationship management enough for lawyers and accountants? This may sound aContinue reading “Is client relationship management enough for lawyers and accountants?”

It’s amazing that almost 2 years in, many lawyers and accountants are still working more often from home than they are from the office.  However, this is unlikely to change any time soon as referrals are probably going to be your primary source of new work, I wanted to look at how lawyers and accountantsContinue reading “How can lawyers and accountants win referrals while we’re still mainly working from home?”

At the start of any new year there seems to be plans everywhere.  As a lawyer or accountant, you will be expected to present your own personal BD plan for 2022 but with so much else to do, how can you make implementing your 2022 personal business development plan easier and more effective?  Here areContinue reading “How can you make implementing your 2022 personal business development plan easier and more effective?”

Some lawyers and accountants believe that that now restrictions have eased many of the digital marketing initiatives that kept them going over lockdown will disappear.  This is definitely not the case and I’d like to explain why  lawyers and accountants should invest time in podcasts and video. I repeatedly hear we are all ‘Zoomed out’,Continue reading “Why should lawyers and accountants invest time in podcasts and video?”

The good news is despite some cynicism early on, I’m glad to say lawyers and accountants definitely can get in to new markets in a hybrid working environment.  It just needs to be done a little differently and here is the Tenandahalf 4-step model which you are more than welcome to use. Step 1: FocusContinue reading “How can lawyers and accountants get in to new markets in a hybrid working environment?”

While ‘murder wall’ may sound like a strange business development concept, surely the promise that they’ll help you attract more new clients should be enough to keep you reading! Let’s start at the beginning.  Have you ever watched a crime drama on TV or Netflix? They tend to follow the same pattern.  There’s a grislyContinue reading “How can a ‘murder wall’ save you time and help you attract more new clients?”

Even with the advent of agile working for lawyers and accountants, what do you think is the single biggest objection they give for not fulfilling their business development commitments? They don’t know what to do.  No! They don’t know what to do first.  No! They don’t know how to do it.  No! The single biggestContinue reading “Does agile working for lawyers and accountants mean you can have your cake and eat it?”