By Sue-Ella Prodonovich | August 2026Key takeaways• An internal referral is a bonus, not an entitlement. Your colleague lends you their standing and expects it back intact.• Colleagues judge how you’ll treat their client by watching how you treat them.•
By Sue-Ella Prodonovich | July 2026KeyTakeaways• Pirsig’s central idea, the concept of Quality, means the care you bring to a task shapes the result. The same holds for client relationships.• In Australia, the months of AML/CTF preparation were classic ‘gumption
By Sue-Ella Prodonovich | May 2026Key Takeaways
By Sue-Ella Prodonovich | Originally published June 2016. Updated April 2026.This article introduces the 5Es client experience framework for professional services firms – a practical tool for understanding and improving the full client journey, from first impression through to lasting
By Sue-Ella Prodonovich | March 2026Key takeaways
By Sue-Ella Prodonovich | March 2026This article covers 14 practical ways lawyers and accountants can deepen existing client relationships and earn more work without starting from scratch with new business development.
It’s usually easier and more cost-effective to earn new
By Sue-Ella Prodonovich | Published March 2026You’ve spent hours preparing for a 45-minute talk. You’ve checked the slides twice. You might even have rehearsed once. And then it’s over.At that point, many professionals walk away thinking: “That went well” –
Updated February 2026.Professional services firms can struggle with client acquisition. You know you should ask for work. But how do you do it without sounding desperate?Here are seven tested tactics that work for lawyers, accountants and business consultants who want
Late last year I attended the 2025 Professional Services Marketing Group (PSMG) Conference in London to refresh my Business Development (BD) skills. The conference theme was ‘Thriving In An Age of Continuous Reinvention’ and there was a simple, positive idea
When The Referrals Stop: 4 Early Warning Signs And How To Fix ThemReferrals remain the most reliable source of new work for most professionals. They arrive pre-qualified, they shorten the sales cycle, and they’re grounded in trust.But trust is delicate.
