Some law, IP and accountancy firms are still looking for marketing magic wand, some brilliant new idea no one else has ever had. The reason they can’t find it is that it doesn’t exist! My suggestion? Instead of searching for something that doesn’t exist, check that you’re doing the basics listed out below; these simple tactics willContinue reading “10½ simple tricks you can implement today to improve the effectiveness of your business development”
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Speed networking and elevator pitches are not effective!
Why do I make such a bullish claim? Well, most people agree with the notion that success in professional services hinges on two things – – A quality product/ service that people want to buy – Strong relationships So, with that in mind, how does reciting an ‘elevator script’ or spouting benign sales patter do either?!Continue reading “Speed networking and elevator pitches are not effective!”
How to save money on business development tools
I have a practical suggestion that will not only save your firm tens of thousands of pounds but also spare you the cost/effort/disruption of implementing an expensive CRM system or updating your current contact management software. All you need is what Microsoft or Apple already offers as standard. If you were to write up, collectContinue reading “How to save money on business development tools”
Are you delivering on ‘being different’?
There is a lot of nonsense talked about differentiation. Every professional service firms claims they have an edge because they are client-centric, straightforward and pragmatic. The only trouble is almost every professional service firm claims they have an edge because they are client-centric, straightforward and pragmatic! If you want a real edge there is a much easierContinue reading “Are you delivering on ‘being different’?”
5 Tips for Fine-Tuning Your Marketing and BD Strategy
Success in your marketing and BD is more likely to come if you fine-tune your approach rather than making wholesale changes or searching for the next big thing – if you focus on making improvements to the way you are already doing, it will be time well spent. So where could you start? Here are 5Continue reading “5 Tips for Fine-Tuning Your Marketing and BD Strategy”
Max‑impact presenting
Bernard from Size 10½ Boots has had an article published in the current issue of CITMA Review. The article provides practical tips on how to get better outcomes from presentations. The Chartered Institute of Trade Mark Attorneys (CITMA) is a professional membership organisation representing the interests of trade mark and design professionals. Follow the linkContinue reading “Max‑impact presenting”
5 tips to maximise your return when exhibiting at an event.
How much time and money does your firm waste on exhibition stands? I am not opposed to the concept of trade shows or exhibiting at conferences, I just don’t think enough thought goes into what you’re going to get back in terms of ROI (the return on your investment) or analysing what exhibitions generate versus yourContinue reading “5 tips to maximise your return when exhibiting at an event.”
Do you need a reason to get in touch with a client?
One of the things we’re often told by the lawyers and accountants we work with is they feel a bit awkward getting in touch with clients out the blue. Well, here is one reason to get in touch with a client that pretty much works in any situation. Better still, it’s always well received andContinue reading “Do you need a reason to get in touch with a client?”
How can lawyers and accountants demonstrate your commitment to diversity and inclusion and environmental, social and governance in pitches?
Pitches have always been about more than just your technical credentials. You also need to show you have chemistry, cultural fit and shared values. More and more this requires lawyers and accountants to demonstrate their commitment to diversity and inclusion and environmental, social and governance in pitches. The need to include mention of your commitmentContinue reading “How can lawyers and accountants demonstrate your commitment to diversity and inclusion and environmental, social and governance in pitches?”
How can lawyers and accountants get luckier with business development?
Let’s face it when you’re doing business development, your success will come down to luck, the luck of who you meet, when you meet them and who else these people know. With that in mind how can you get luckier with business development? Here are 2 tips that will make sure you get luckier whenContinue reading “How can lawyers and accountants get luckier with business development?”