Word-of-mouth is still king when it comes to building a professional services practice but the pathway for new business is tortuous. Scarcity of time plus an abundance of choice means decision-makers take shortcuts to reduce their search effort. Anthropologists call
When it comes to the way your law firm operates – and what you expect your lawyers to do to keep it profitable – you might be surprised what your Associates and Senior Associates don’t understand.Over the past decade, Sam
Most of us won’t remember the past couple of years with huge fondness. There’s been a lot of busyness and a lot of uncertainty (and lots of pent-up holiday travel!). Now, looking ahead to 2024 and FY25, it can be difficult
Firms want fee earners to be more than reliable technicians. They want professionals with commercial nous who can make sound business development (BD) decisions based on intuition rather than just analysis. But not everyone knows instinctively what constitutes good BD.
In the past two months members and friends of ICON, the association for business-to-business marketing professionals in Australia and Asia, have gathered to celebrate its 30th Anniversary. ICON was previously known as APSMA (Australasian Professional Services Marketing Association) and I
This podcast was prepared by Lawyers Weekly and published on 20 November 2023.While progress has been made in recent years to ensure that business development is easier for male and female professionals alike, Sue-Ella Prodonovich muses, there remain environmental
Is business development (BD) in professional services more difficult for women? That’s the question I posed in this article in August.But to find out the real answer, I asked professionals to fill out a few short survey questions. I was
We may have been through a lot over the past few years, but, really, the first 24 months post-COVID were surprisingly good times for many professional services firms. In many ways, that period was a bit too good: there was
If you’re not winning work out of LinkedIn, you’re doing something wrong…
Sceptical professionals often ask me whether LinkedIn can really make a difference to their bottom line. The answer I give them is an overwhelming ‘yes’.
I’ve seen several
The common language that unites Australians, Kiwis, British and Americans isn’t English; it’s a shared love of small talk. While the subject matter may be different, and the delivery style varies, its importance to doing business crosses all these