Last week I gave you two easy Business Development (BD) wins you could make in 20 minutes . Now, I’m giving you three more you can complete in 30 minutes.After all, many of us are still caught in that same
Continue Reading Three More Easy BD Wins in Just 30 Minutes
With more and more professional services firms coming back into the office, this has become an unprecedented time of strategic planning for many practices. And one of the main ways many like to do this is though the off-site planning
Continue Reading 8 Reasons Firm Retreats Don't Work
With so much (or so little) going on right now, business development is probably the last thing on your mind. So if you feel like you’re languishing, here are two things you can do that take just 10 minutes
Continue Reading Two Big BD Wins in Just 20 Minutes
7 steps that will make sure your clients stay friendlyClient feedback is now a well established and proven tool for business development in professional services. And yet, a lot of professionals are hesitant to ask for it. Mainly that’s because
Continue Reading How Not to Annoy Your Clients When You Ask for Feedback
For a long time many business advisers have been singing the praises of the cross-sell for professional services firm. Well, I disagree – at least in part.Here’s 5 reasons why.1. Cross-selling makes your fee earners complacent about salesAt a US
Continue Reading 5 Reasons to Stop Cross-selling
Cross-selling should be a result, not a strategy, Sue-Ella Prodonovich argues. Otherwise, you run the risk of “crass-selling”.On this episode of The Boutique Lawyer Show, host Jerome Doraisamy is joined by returning guest Sue-Ella Prodonovich, who is the principal of
Continue Reading Is Cross-Selling Bad For Your Business?
Last year I hosted a workshop when I asked the group of about eight assembled professionals to think of someone they liked working with or for. And by ‘liked’ I meant those fellow professionals or clients who they actually
Continue Reading Do You Really Like the People You Work With?
More than 250 new law firm partners were appointed in Australia’s biggest 50 law firms – a 44% increase from last year. Accounting and consulting firms went even harder still. Ninety-two employees were elevated to partnership at PWC;
Continue Reading Sue-Ella's Guide For New Partners
Stay at home orders, the Delta strain, remote working and homeschooling. This is the strange reality in which most of us now live. At the time of writing, half of Australia is in lockdown once again. The office seems
Continue Reading How to do Business Development in Your Trackies
Traditionally, professional services firm partnerships have been built around the ‘up or out’ model. This means when a partner reaches a certain age (usually associated with becoming too sensible to flog themselves into the ground to keep hitting crazy billing
Continue Reading Don't Sack Your Senior Professionals Just Yet
