If You Think You’re Not The ‘BD Type’, Think Again.Ask most professionals what makes someone great at Business Development (BD), and you’ll hear a familiar answer: “They’ve just got it.” The gift of the gab. Natural charm. A certain ease
Prodonovich Advisory
Sue-Ella is the Principal of Prodonovich Advisory, a business dedicated to helping professional services firms sharpen their business development practices, and attract and retain good clients.
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Re-thinking Client Loyalty. What Really Keeps Them Coming Back?
Recently, I was conducting a Client Listening interview for a Firm, when the Managing Director stopped me to say he really didn’t think about the service provider. “I don’t have to think about them because their service is so good.”Many…
Fresh Starts: Practical Ideas to Energise Your Business Development Plans
The start of a new year offers a unique opportunity to focus on your client and business development goals. Psychologists call this a “temporal landmark” — a moment when you mentally draw a line between the past and the future.…
The Art of The Out-Of-Office: Sign Off Smartly and Re-Set for 2025
We all need a break and now is the time of year to take it.The good news is that a lot of Australian professional services firms I’ve been speaking to are doing just this – closing their doors from the…
Can Lawyers Be Too Client Centric?
This article, by Andrew Mckenzie, Crackle Communications, was published in Lawyers Weekly on 11 November 2024 and is used with permission.
Like most professionals, lawyers are trained to think of themselves as leaders and communicators. Through university and into professional…
Leadership Foundations: Essential Mindset Shifts For Lawyers
I recently hosted an Australian visit by one of the world’s pre-eminent thinkers on business and legal leadership, Professor Michele DeStefano.As Professor of Law at the University of Miami in Florida, a visiting professor at Harvard Law School and Faculty…
The Easiest, Most Effective Marketing You Can Do Right Now
Many of your clients are probably feeling more than a little anxious right now. That’s kind of understandable when you’re facing the type of headwinds that rattle business confidence. But, as a professional, one of the best ways to allay…
How To Prepare For a Client Meeting: Sue-Ella's S.L.A.Y. Framework for Lawyers
Whether you’re new to the legal profession or an experienced practitioner, preparing for client meetings can be tricky. Too little preparation risks missing key opportunities or coming across as uninformed, while over-preparation might overwhelm the client or steer the conversation…
Yes. Business Development is More Difficult for Women in Insolvency & Restructuring Practices
Ladies Insolvency Professionals (LIPS) Networking Event in Sydney, 10 July, 2024
Is Business Development (BD) in Insolvency & Restructuring practices more difficult for women? That was the question we posed in a survey for the Ladies Insolvency Professionals (LIPS)The…
An Opportunity for Leaders Of Legal Teams in Australia
“No one ever explains how you, as leaders, can motivate individuals, create an inclusive and empowering environment, and inspire change; they just imply that it magically happens.” Professor Michele DeStefanoAs corporate discussions increasingly refer to innovation, collaboration, and culture creation,…