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”

No more invisibility cloaks, transition requires your continued involvement and a lot more of the same!

In the first episode of the new series of 5 Live’s Fighting Talk the conversation inevitably turned to the latest shenanigans involving professional footballers.  In response to the various cases of fighting the Greek Police whilst on holiday and smuggling Icelandic underwear models into your room whilst on international duty, Pat Nevin (a man whoContinue reading “No more invisibility cloaks, transition requires your continued involvement and a lot more of the same!”

What will our personal BD plans for the next quarter look like? Pt 2: Networking

Networking has always been a key component of a personal business development plan.   It helps you to get closer to the people you know and enables you to grow your professional network by introducing you to new people; both tactics play a crucial role in protecting and building your practice. Despite the easing of restrictions,Continue reading “What will our personal BD plans for the next quarter look like? Pt 2: Networking”

3 ways you can fight for a bigger market share in this more competitive and promiscuous market

People have changed the way they purchase professional services.   Inertia, loyalty and the traditional acceptance of general practice have been replaced by searching for the best provider, switching advisers to push down fees and push up the added value extras and a growing demand for sector specialists. Here are some examples: – If you wereContinue reading “3 ways you can fight for a bigger market share in this more competitive and promiscuous market”

Likemindedness must be a major feature in your business development plan

If you listen to the Tenandahalf podcast or read our blogs, articles or 10½ Top Tips you will know the importance Doug – my partner in crime – and I place on likemindedness.  But surely (I can hear you say) likemindedness is neither provable nor quantifiable so why do we hold it in such high esteem?Continue reading “Likemindedness must be a major feature in your business development plan”

Let me make you an offer you can’t refuse …

Imagine I asked you to lend me £50 and promised to pay you back £60 within 24 hours.  Sound good? Now imagine the offer is backed up by client testimonials from names you recognised know who have already accepted the offer and benefited from the 20% profit in 24 hours. What would you do? Politely sayContinue reading “Let me make you an offer you can’t refuse …”

6 crucial lessons about pitching and tendering lawyers and accountants can learn from my locksmith

I had to call a locksmith in this week for reasons that were all my own stupid doing.  Not having had to deal with a locksmith before I did what everyone does, I Googled it and called the number at the top of the list to ask for a quote.  To say that quote was somewhatContinue reading “6 crucial lessons about pitching and tendering lawyers and accountants can learn from my locksmith”

Which business development activities will help locally focused lawyers and accountants stay close to their communities?

You only need to take a quick glance at the headlines to see how hard the smaller law and accountancy firms across the UK have been hit over the last couple of months.  During that time, a number of more locally focussed firms have got in touch to ask what types of business development theyContinue reading “Which business development activities will help locally focused lawyers and accountants stay close to their communities?”