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As you open the door, you see a room full of strangers. All talking, laughing…. your heart sinks. How will you break into a conversation? Will anyone want to talk to me? Wouldn’t people blank me if I’m not a partner? Why am I here… when I could be….? Whatever your reason for not being…
Many professionals hate the thought of selling, as this implies in their mind that they need to turn into a pushy second-hand car sales person. Consequently they have a very hands-off approach to their Leads, and potentially lose many potentially good Clients by this approach. Your aim when managing your Leads through your Sales Pipeline…
In this Business Development Clinic, we consider what you need to have thought about and researched, BEFORE you go networking – even if you are meeting the right people. Let me tell you a true story of a good friend of mine. Let’s call him Steven. He took the decision to move from the relative…
The question that I was asked recently – How do I spot the signs that a client is interested in working with me? When are they just being polite and taking an interest, and when are they serious about working with me? In this blog post we explore how to spot when you have a…
Getting back in touch with people and old colleagues is something that many of us find difficult. Regardless of whether your motive is driven by a commercial need or you are just curious, it doesn’t make it any easier to get back in touch. However, for most of us, there is a huge amount of…
Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We asked him, did he qualify his leads at any stage in the business development process. He looked at us blankly… This is…
In this week’s business development clinic, Heather Townsend answers a knotty problem. How to change the way your practice markets itself? i.e. how to make your partners sit up and take notice of some of the newer and more effective marketing practices now available? This is not an unusual problem – and I see it…
This is the first blog in a series by Martin Bragg, a highly experienced business development expert with 20 years experience in professional service firms. Martin has worked in business development for major international law firms including the magic circle and for accountancy practices in the big four and beyond. In this first blog post, Martin…
One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. In yesterday’s post we answered the question whether having a niche would mean you would have to turn business away. (no!) In today’s post, we will look at possibly the next biggest…
One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. However, many professionals resist having a niche because they are worried about turning business away. Let’s deal with this one, once and for all – will I have to turn business away…
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