business development

You’re on Partner Track in a small satellite or regional office. The partners who will decide your future sit together at HQ and see each other every day, whilst you’re one of the boxes at the bottom of the screen. There isn’t a lot of resource in your office, local clients push back on your…

You’ve scoped the job, you know what the firm needs to charge, but you are afraid of charging what it really is going to cost? So what are you actually afraid of? That’s what this episode is all about. You may not set your firm’s rate card. You do decide what goes into the scope,…

You keep seeing headlines about the billable hour dying, clients demanding fixed fees, consultancies setting the pace years ago, and you are still sending out invoices built on hours. The question is not whether you should start changing from charging by time, but how to move away from this billing model. Sorting out your own…

You are sitting across from a client who has just asked why you have not passed on the savings from using AI. It is an increasingly common question. So how do you answer it without either caving on your fee or getting defensive about it? That’s what this episode is all about. Whilst the presenting…

You have been sat in front of the same client for years. The work is good, the relationship is good, and none of it has ever gone anywhere else in the firm. Then somebody asks what work you have found for the rest of the firm this year. How do you have that conversation with…

You meet a prospect and get very excited about the potential of working together. Then you find as your conversations progress that they can’t afford to work with your firm. And how can you stop this happening time and time again. That’s what this episode is all about. Getting excited about a prospect is not…

You had a great conversation. Got excited about the new business. It all seemed like it was going to happen. Then they ghosted you. So how do you get these leads going again without seeming like a second hand car sales person? When the lead goes quiet, we often take the silence to mean they’re…