Firms want fee earners to be more than reliable technicians. They want professionals with commercial nous who can make sound business development (BD) decisions based on intuition rather than just analysis. But not everyone knows instinctively what constitutes good BD.
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 4
Are Chief Marketing Officers Irrelevant in Professional Services Firms?
In the past two months members and friends of ICON, the association for business-to-business marketing professionals in Australia and Asia, have gathered to celebrate its 30th Anniversary. ICON was previously known as APSMA (Australasian Professional Services Marketing Association) and I…
The Boutique Lawyer Show: Why BD is harder for some than others [Podcast]
This podcast was prepared by Lawyers Weekly and published on 20 November 2023.While progress has been made in recent years to ensure that business development is easier for male and female professionals alike, Sue-Ella Prodonovich muses, there remain environmental…
It's Official: Professionals Believe Business Development Is More Difficult for Women
Is business development (BD) in professional services more difficult for women? That’s the question I posed in this article in August.But to find out the real answer, I asked professionals to fill out a few short survey questions. I was…
How to Stop Worrying and Start Loving Your Practice Again
We may have been through a lot over the past few years, but, really, the first 24 months post-COVID were surprisingly good times for many professional services firms. In many ways, that period was a bit too good: there was…
Is Linkedin Worth The Effort?
If you’re not winning work out of LinkedIn, you’re doing something wrong…
Sceptical professionals often ask me whether LinkedIn can really make a difference to their bottom line. The answer I give them is an overwhelming ‘yes’.
I’ve seen several…
Working On Your Small Talk Could Pay Off Big Time
The common language that unites Australians, Kiwis, British and Americans isn’t English; it’s a shared love of small talk. While the subject matter may be different, and the delivery style varies, its importance to doing business crosses all these…
Is Business Development More Difficult For Women?
At a recent conference, a female lawyer asked me how they could do BD. The problem, she explained, was that at her firm, all the emphasis was on networking, and, as a young mother with a heavy workload, she found…
90 Minutes That Will Transform Your Firm's Writing
I usually write about Business Development tips for better client engagement or How To Win More Work.This week, however, I have something different…Recently, I sat in on a brilliant 90-minute webinar beamed from Sydney directly into the offices of a couple of…
For Better Business Development Turn Your Phone Off
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…