Does your firm create the best first impression?

In the mid-80s an advertisement for The Guardian newspaper featured a skinhead who appeared to be wrestling a man’s briefcase from his hands. He did not create the best first impression! The camera then cuts and viewers can see that he is, in fact, trying to rescue the man from falling bricks. This highlights theContinue reading “Does your firm create the best first impression?”

What will our personal BD plans for the next quarter look like? Pt 5: Building profile in the press

In the first part of this series we looked at content marketing and the part it should play in our personal BD plans. This was purely from a self-publishing perspective.   The other side to the content coin is to find external opportunities in the publications and on the websites you know your clients and targetsContinue reading “What will our personal BD plans for the next quarter look like? Pt 5: Building profile in the press”

What will our personal BD plans for the next quarter look like? Pt 4: Podcasting

So far in this series we’ve been looking at how you may want to do the things you’ve always done – content, networking and speaking – in a way that’ll work given the current restrictions.  Today I’d like to look at something you may not have done before but something many solicitors, accountants, patent and tradeContinue reading “What will our personal BD plans for the next quarter look like? Pt 4: Podcasting”

What will our personal BD plans for the next quarter look like? Pt 1: Content marketing

Theoretically, this is probably the easiest part of the series to write!  The short answer is it isn’t going to change; your clients will still need updates on what’s relevant/important to them, they’ll still need to access your latest thinking and they’ll still need alerts as to what could be about to impact on them.  Blogging andContinue reading “What will our personal BD plans for the next quarter look like? Pt 1: Content marketing”

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   Inertia, loyalty and the traditional acceptance of general practice have been replaced by searching for the best provider, switching advisers to push down fees and push up the added value extras and a growing demand for sector specialists.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”

Why isn’t my blog working?

In most cases it isn’t difficult to persuade the lawyers and accountants we work with to blog.  They can see the benefit, they can see the positive effect it’ll have on their profile and, just as crucially, they can see the marketing capital their competitors are banking from blogging! However, once a blog is up andContinue reading “Why isn’t my blog working?”

Are you making the most of your case studies?

Case studies are probably the best way to showcase your expertise. You can use them to demonstrate your capability on your website, to add weight to your tender documents and pitches, to help you get articles published in the publications your clients and targets read and you can add them to your brochures … andContinue reading “Are you making the most of your case studies?”

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?”