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?”
Category Archives: Business development
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 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?”