A while back I did a presentation on this topic – with a bias to bridging the gap between partners/management and the BD/marketing team – for Conscious Solutions conference. The ten tips were:
To survive:
1. Get a grip on the finances
2. Do a reality check
3. Prepare a plan
4. Get big, get small, get niche or get out
5. Love your existing clients
To thrive:
6. Use new technology
7. Develop new services and markets
8. Be creative about pricing
9. Innovate
10. Look at LMPs, MDPs and ABS
Golden rule – Take care of your people
I included some research information about whether the legal market changes were a seismic shift or a temporary blip, financial frighteners, flexibility or fear, code of conduct rules, merger mania, so long loyalty, relationship management, what do clients really, really want and uncomfortable bedfellows.
Let me know if you would like a copy of the materials.
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- Published On: April 4, 2024
- Published On: April 2, 2024
- Published On: November 24, 2023
- Published On: November 17, 2023
- Published On: November 2, 2023
- Reflections from Marketing and Business Development Executives (April 2022)
- Ten top takeaways on stakeholder engagement and buy in
- Be visible, assert and challenge and remember your goals – Insights from an Assertiveness, impact and effectiveness workshop
- Disabled and down but definitely not out – A story of hope after a year
- PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback
- Be more strategic – PESTLE, Positioning and Plans
- Future Marketing/BD Manager – Build resilience to avoid being overwhelmed
- Pitching, differentiation and competitor analysis
- Campaigns, thought leadership and project management – Early engagement, scoping and risk management
- Internal Referrer Management – Employee Communication and Alumni Programmes
- Book review: All you need to know about commercial awareness by Christopher Stoakes
- Professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Capsticks, Fladgate, Travers Smith, Mills & Reeve and brand awards
- Context and curiosity drive commerciality and pricing
- Coaching and Consulting skills – Limiting beliefs, approaches to helping and marketing consultancy
- Published On: August 24, 2023
- What’s right to write? Highlights from a persuasive writing for business development workshop
- Pick up the phone – Creating better business relationships with telephones
- Trust for better business relationships
- Book review: “The change catalyst – secrets to successful and sustainable business change” by Campbell MacPherson (Change Management)
- Better Business Relationships and DACRIE - A model to enhance business relationships
- Commerciality – Finance, pricing, innovation and research
- Book review: Legacy – What the All Blacks can teach us about the business of life by James Kerr (Leadership, culture, values and change management)
- Why do you need a business plan?
- Managing a surveying practice – Resource management
- Dealing with “difficult” people – Nine strategies for dealing with arrogance
- Law Society Research Report - Future Worlds 2050: images of the future worlds facing the legal profession 2020-2030
- Book review: Hope is not a strategy – the 6 keys to winning the complex sale by Rick Page
- Strategies for developing a private client practice
- Marketing and Business Development Planning in a Nutshell: Benefits, Audits and Goals (November 2021)
- Future Marketing (Business Development) Manager – Theory, positive outlook, engaging juniors, planning and emerging opportunities (November 2021)
- Nine Marketing and Business Development trends in 2021
- Book review: How to advance your career in professional services marketing by Dominic Ayres
- Next steps in growing a small surveying and property practice
- Pitching insights – Qualification, Branding and Following up
- Nine insights: Sales processes and selling skills for targeting and meetings
- PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback
- Soft skills for tough barristers (Reflection, Self-Coaching, Change, EQ, Awareness, Goal-setting, Communications) Counsel Magazine
- The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media
- Book review – Managing Brands
- Pitching, differentiation and competitor analysis
- Lessons from digital marketing webinars (June 2023)
- 22 tips on being a persuasive writer in professional services
- Spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum
- Introduction to networking skills (Video)
- Coaching and Consulting skills – Limiting beliefs, approaches to helping and marketing consultancy
- Context and curiosity drive commerciality and pricing
- Business relationships – How the parent, adult, child (PAC) model helps with difficult interactions (Video)
- Seven secrets of great business writing (Video)
- What is curiosity and why is it important in business relationships? (Video)
- Business relationships – Using the drama triangle to resolve conflict (Video)
- Better Business Relationships – The building blocks (video)
- Book review: Business writing – How to write to engage, persuade and sell by Ian Atkinson
- How to write a press release
- 8 copywriting tips – backed by science
- What’s right to write? Highlights from a persuasive writing for business development workshop
- Perfect pitches – Five key points (Video)
- Book review – Persuasion: The art of influencing people by James Borg
- Book review: Digital Body Language – How to build trust and connection no matter the distance by Erica Dhawan
- Practical sales tips: Reach out and Follow up
- Pitching and tendering – Focus, differentiation and less is more (April 2022)
- Pitching insights – Qualification, Branding and Following up
- Hooks, Headlines and Hard-Wired Words: 11 ideas for better writing
- Stakeholder engagement and buy-in: Influence and persuasion skills with Aristotle and Knights and Dinosaurs
- Lessons from digital marketing webinars (June 2023)
- Book review: All you need to know about commercial awareness by Christopher Stoakes
- Video – The art of storytelling
- Influence – Cialdini’s six principles of the psychology of persuasion (Video)
- Storytelling book reviews: The Story Advantage by LJ Bloom and The Story Factor by Annette Simmons
- Power of three - Writing and presentation basics (Video)
- Selling Basics – Detectives and DMUs (Video) and recommended books on selling