I began my corporate career at Arthur Andersen some time ago. (Without telling you exactly how long ago that was, Arthur Andersen ceased operating in August 2002). It was a great place to work, and my time there still ranks
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.
Website:
https://www.prodonovich.com/
Latest from Prodonovich Advisory - Page 5
You Only Have 120 Hours a Year for BD. Here's What You Should Focus On.
I did some maths recently and discovered something that may frighten you. Once the billable hours, professional development sessions, admin work and people management were out of the way, a typical lawyer, business consultant or other time-keeping professional had only…
How Singapore Law Practices Are Raising The Bar
This article was prepared by Sue-Ella Prodonovich for the Singapore Law Society’s monthly journal – The Law Gazette (May 2023 Issue).While issues of AI, technology and innovative business models have dominated discussions about the changing landscape for legal practices, another…
The Pros and Cons of Being a Hyper-specialised Lawyer
This article was prepared by The College of Law and published 25 April 2023.As the legal industry diversifies beyond traditional structures, we’ve witnessed the rise of the hyperspecialised law firm. Often spinoffs from large law firms, hyperspecialised boutiques focus on…
7 Reasons Clients Leave and How to Win Them Back
When you’re next reviewing your business plan, I want you to take a moment to think about the clients you’ve lost over the past couple of years.I know that might bring up some uncomfortable feelings, perhaps even some painful…
Why Firms Should Engage Early Career Talent in Strategy, Planning & Business Development
This article was prepared by the College of Law and published 4 April 2023.In the traditional top-down hierarchy of a law firm, early career lawyers are there to learn and listen, acquire technical skills, and be guided by senior legal…
7 Qualities You Need in a Post-Rain Maker World
For professionals, the rules of business development (BD) are being rewritten before our very eyes. After all, the market for professional services has become more transparent and more competitive and the balance of power has well and truly shifted to…
The Key To Successful Practice? Stop Focusing on Winning Work
The most common question professionals ask me is, ‘how do I win more work’? The answer I usually give them – and one which doesn’t always go down well – is to stop thinking about winning.
To this end, I…
Why you Should Say 'Yes' to Your Next Request For A Proposal
In my view, most firms make it too easy to say ‘no’ to pitching for work.That’s because they adopt a ‘go/no go’ approach when deciding whether to respond to a request for proposal. This involves asking a series of qualifications…
Sweet. Glorious. Something.
If you’ve been on my mailing list or reading my articles on LinkedIn for more than 12 months, you’d probably know that at this time of year, I like to send out the same email entitled: “Sweet. Glorious. Nothing.”
In…