How do you ask for a coffee meeting?

You know you need to stay visible with clients and your professional network.  At the same time, you understandably don’t want to appear needy or salesy.  And you know that your contacts are busy.  The trick is to balance all of this so you can ask someone for a coffee meeting in the most effectiveContinue reading “How do you ask for a coffee meeting?”

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?”

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 can lawyers and accountants generate more introductions and referrals?

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?”

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?”

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?”

5 tips that will generate much more BD success than an easy but expensive quick fix

Quick fixes like a new CRM system, a new website, new brochures or sponsoring your local sports club may (and I stress may) play a small part in promoting your practice but on their own each is highly unlikely to deliver the results you’re looking for. If you are going to make sure you adopt aContinue reading “5 tips that will generate much more BD success than an easy but expensive quick fix”

What will our personal BD plans for the next quarter look like? Pt 3: Speaking

Public speaking has always been an effective and time-efficient way to build your visibility and create new opportunities while you position yourself as an expert in your particular field.  Although it’s impossible to say when we’ll be able to get back in front of a physical audience again, speaking still has a very important partContinue reading “What will our personal BD plans for the next quarter look like? Pt 3: Speaking”