WhEN BRW Set The Benchmark For Australia’s Legal IndustryWhen I started my consulting business, there was a weekly magazine in Australia called BRW (Business Review Weekly). Each year it published lists of this country’s top accounting and law firms complete
Prodonovich Advisory Insights
Prodonovich Advisory Insights, published by Prodonovich Advisory, focuses on business development strategies tailored for professional services firms, particularly law and accounting practices. The blog covers topics such as client relationship management, referral generation and maintenance, effective communication of expertise, and practical steps to enhance business growth. It also addresses challenges like sustaining referral networks, measuring client value beyond billings, and adapting to changes in the professional services landscape. The content includes practical advice, case studies, and industry analysis aimed at helping professionals refine their business development skills and grow their practices efficiently.
Latest from Prodonovich Advisory Insights - Page 2
How to Get Someone to Introduce Their Clients to You: 6 Practical Steps For Professional Services Firms
For professional services firms, referrals are the holy grail of business development. After all, potential clients that come via referral are usually already convinced by the quality of your services and ready to buy. That means they cost less to…
Sue-Ella’s 9R’s of Revenue Value: 9 Ways to Measure Client Worth Beyond Billings
Why Size Alone Misleads And How Some Clients Are Worth More Than They Look.By Sue-Ella Prodonovich In professional services, revenue quality matters as much as revenue size. This guide shares 9 ways to assess the value of your client work…
8 Reasons It Pays to Show Up For the Long Shot
Even When The Brief Looks Stacked Against You, There’s Value in Saying ‘Yes’.By Sue-Ella Prodonovich In my view, it can be too easy to say ‘no’ to pitching for work that’s a long shot. That’s because many firms adopt a…
Backing The B-Side: Business Development Ideas for Quiet Performers
Every professional services firm has them. The ones who get on with the job. They’re capable, dependable and rarely cause a fuss. They deliver quality work and consistent value. They’re often the glue that holds things together.They’re not the squeaky…
How To Stop Dancing With Yourself – A Guide For Client-Centric Innovation
A guide for lawyers to create client centric innovation By Michele deStefano and Sue-Ella ProdonovichWhy does so much legal and professional innovation introduced by law firms fail?You all know the examples, from the new ‘tech’ focussed law firm titles, to…
Is Business Development an Innate Skill or a Learned Behaviour?
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…
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…