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”

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?”