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
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.
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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…
Would Your Clients Follow You To A New Firm?
If you left your firm would your clients follow you to a new one?* If you don’t know then your probably don’t know your clients well enough.Back in 2016, I wrote about what general counsel looked like based on The…