There is a very easy way to generate more introductions and referrals. It involves going back in time to when you were at primary school … and being a bit less British. Please let me explain. When you were 7 or 8 your teacher would sometimes say to the class “I would like you toContinue reading “How can lawyers and accountants generate more introductions and referrals?”
Author Archives: Six.Two.Eight
For lawyers and accountants what is difficult about business development?
The most common answer I get when I ask lawyers and accountants what is difficult about business development, the most common answer is “lack of time”. I want to challenge this. When I ask the same people if they have exercised in the last week the majority say they have and the reason that people haveContinue reading “For lawyers and accountants what is difficult about business development?”
You’re never too young to start building a professional network
The relationships you establish at the start of your career will only benefit you as your career develops. This means lawyers and accountants need to start building a professional network as soon as they possible can. If you wait until you are a partner or director in your firm, business development will be more difficult whenContinue reading “You’re never too young to start building a professional network”
How did it feel? The BD lessons can lawyers and accountants take from surviving Blue Monday?
Your first Monday back at work wasn’t as bad as you thought was it? Blue Monday (as the annual return to work is now known) is now purported to be one of the toughest working days of the year. However, I’m willing to bet the reality was you did wake up on time, you did successfullyContinue reading “How did it feel? The BD lessons can lawyers and accountants take from surviving Blue Monday?”
What are the 3 marketing and business development activities that will help lawyers and accountants adapt to the current situation?
Human beings don’t like change, we like consistency (and that goes for our marketing and business development activities as much as anything else). When things aren’t quite the same or we have do things in a different way, we kick back and find excuses we can use to explain why what we’re being asked toContinue reading “What are the 3 marketing and business development activities that will help lawyers and accountants adapt to the current situation?”
For a lawyer or an accountant what is business development?
A lot of solicitors, accountants, patent and trade mark attorneys and barristers are asked to ‘do’ business development. The only problem is this instruction often comes without the answer to the question ‘what is business development?’ The main reason for this is the partners/directors/clerks doing the asking have their own views on ‘what is business development’. TheseContinue reading “For a lawyer or an accountant what is business development?”
What skills does a lawyer or accountant need for business development?
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 “What skills does a lawyer or accountant need for business development?”
What will our personal BD plans for the next quarter look like? Pt 5: Building profile in the press
In the first part of this series we looked at content marketing and the part it should play in our personal BD plans. This was purely from a self-publishing perspective. The other side to the content coin is to find external opportunities in the publications and on the websites you know your clients and targetsContinue reading “What will our personal BD plans for the next quarter look like? Pt 5: Building profile in the press”
For the professional services business development is business critical
Investing in business development is more vital than ever for the professional services. The threats posed by Brexit, new market entrants, online solutions, AI, more savvy competition and increasing client demands all present enormous challenges for any professional service firm. And if that’s not bad enough, it’s looking increasingly likely that some markets will contract andContinue reading “For the professional services business development is business critical”
What will our personal BD plans for the next quarter look like? Pt 4: Podcasting
So far in this series we’ve been looking at how you may want to do the things you’ve always done – content, networking and speaking – in a way that’ll work given the current restrictions. Today I’d like to look at something you may not have done before but something many solicitors, accountants, patent and tradeContinue reading “What will our personal BD plans for the next quarter look like? Pt 4: Podcasting”