I know we say it all the time, but lawyers and accountants can no longer live on their reputation alone. The internet (and, more specifically, the search engines) is now a primary work winner and if your website is going to deliver the results you want it to, you need to make sure you areContinue reading “What are the best ways to improve a law or accountancy firm’s online presence?”
Author Archives: Six.Two.Eight
How do you attract new clients?
Imagine this … you are a lawyer, accountant, architect, or patent attorney and have just been promoted to a partner or director in your firm. The initial high is followed by the realisation that you are now responsible for growing fees as well as delivery but how do you attract new clients? There is aContinue reading “How do you attract new clients?”
How do you create an effective business development training programme?
Do you want your fee earners to win more and better clients? The answer is obviously yes but who do you do it? Well, the easiest way is to create an effective business development training programme. To create an effective business development training programme, you should focus on 5 key factors: 1. Agree how you’llContinue reading “How do you create an effective business development training programme?”
As a lawyer or accountant how do you get the most from your LinkedIn profile?
There has probably never been a more important time to get the most from your LinkedIn profile. As the opportunity to actually arrange to see clients and contacts (let alone bump into them in person) is virtually nil at the moment, social media and LinkedIn in particular has understandably grown in popularity. It affords lawyers,Continue reading “As a lawyer or accountant how do you get the most from your LinkedIn profile?”
Why you should listen to your clients (and why you shouldn’t)
Lawyers and accountants often ask us why they should listen to their clients … … they also ask why they shouldn’t though admittedly less often! Let’s start by looking at some positive reasons why lawyers, accountants, barristers and patent and trade mark attorneys should regularly listen to their clients: 1. It shows you care. IfContinue reading “Why you should listen to your clients (and why you shouldn’t)”
Does your firm create the best first impression?
In the mid-80s an advertisement for The Guardian newspaper featured a skinhead who appeared to be wrestling a man’s briefcase from his hands. He did not create the best first impression! The camera then cuts and viewers can see that he is, in fact, trying to rescue the man from falling bricks. This highlights theContinue reading “Does your firm create the best first impression?”
Client listening: It‘s always fascinating to listen to our clients …
Client listening is neither a distraction nor an imposition. In our experience business owners, directors, in-house solicitors, GCs, FDs and Chief Execs are only too willing to share what they think of their solicitors, accountants, patent attorneys and architects when we ask them to participate in our clients’ research programmes. There are, however, a numberContinue reading “Client listening: It‘s always fascinating to listen to our clients …”
What are the 3 ways to make a good presentation great?
One of the questions we are asked a lot is how do you make a good presentation great? If I was being terse I’d say there is actually only one way to make a good presentation great … … Engage your audience! The importance of engaging your audience is the same whether you are presenting virtuallyContinue reading “What are the 3 ways to make a good presentation great?”
What do lawyers and accountants really need to do to grow fee income?
We spend a lot of time working out how the professional service we work with can grow their fee income and typically this conversation will focus on 3 things: 1. Winning new clients 2. Growing fees from existing clients 3. Improving cross-selling internally All worthy business development objectives but … … Maybe you should start giving more attentionContinue reading “What do lawyers and accountants really need to do to grow fee income?”
How good are your presentations … no REALLY, how good are your presentations?
Ask yourself how good are your presentations actually are and answer yourself honestly! Most people think they’re a good presenter. Unfortunately usually they’re not. The evidence is all over LinkedIn – people hiding behind lecterns or other physical barriers, text heavy slides, presenters staring over their shoulders at the screen, auto-cues and scripts and my personal hate,Continue reading “How good are your presentations … no REALLY, how good are your presentations?”