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?”

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 generate more referrals?

How can lawyers and accountants generate more referrals?  Simple.  By getting networking right! It may sound controversial, but I think too many professionals are still missing the point of networking.  Networking isn’t about winning work (at least not immediately); it’s about making new contacts and starting more conversations.  Over time and with the right conditionsContinue reading “How can lawyers and accountants generate more referrals?”

How should lawyers and accountants charge for their services?

Something that comes up an awful lot in discussions with lawyers, accountants, and business advisers is the thorny subject of pricing.  How should lawyers and accountants charge for their services? I have heard more different points of view than I can remember.  Some think you need to discount to stay competitive.  Others argue that withContinue reading “How should lawyers and accountants charge for their services?”

How can lawyers and accountants create more effective personal business development plans?

Business development can be a little bit daunting for lawyers and accountants.  It’s something new, it’s something you didn’t learn while you were training and there is probably also the lingering specter of all the partners you’ve seen in action who looked like BD naturals.  However, the ability to bring in work will directly influenceContinue reading “How can lawyers and accountants create more effective personal business development plans?”

How can lawyers and accountants collaborate more effectively with contacts and referrers?

Lawyers and accountants are very focused on referrals.  While referrals are always of course welcome, there are other ways to create new opportunities if lawyers and accountants collaborate more effectively with their contacts and referrers. It is simply not always possible to exchange referrals.  As well as creating new opportunities, collaborating more effectively with contactsContinue reading “How can lawyers and accountants collaborate more effectively with contacts and referrers?”

How does a law firm, accountancy practice or IP firm implement a sector marketing strategy?

Many professional service firms grapple with the pros and cons of adopting a sector strategy but why should your law firm, accountancy practice or IP firm implement a sector marketing strategy? I should state the Tenandahalf position upfront.  We think a client facing sector strategy definitely trumps an inward-looking practice area led approach.  Here areContinue reading “How does a law firm, accountancy practice or IP firm implement a sector marketing strategy?”

How can lawyers and accountants convert more leads into new work?

Have you ever wondered how lawyers and accountants could convert more leads into new work?  Let us share a something we know works well. If you are a lawyer, barrister, accountant, patent attorney or architect at some stage you will have pitched for work whether that involved writing a proposal or completing a formal tender. Continue reading “How can lawyers and accountants convert more leads into new work?”

When it comes to BD lawyers and accountants can’t have bad pizza

There is no such thing as bad pizza…or so the saying goes. Having experienced pizza that would challenge this claim, I am not so sure. However, it got me thinking whether the same can be said about a lawyer or accountant’s BD. Is there such thing as bad BD? I don’t think there is.  AnyContinue reading “When it comes to BD lawyers and accountants can’t have bad pizza”