News

Webinar: Being selective with new work in the current environment

10 May 2023

Current economic challenges are prompting more clients to shop around.  At the same time, a tough labour market is making it harder for firms to recruit the talent they need to deliver quality work profitably.  This combination is prompting some firms to seriously question the new work they take on.

Faced with a rise in potential new work enquiries, it is important to pursue those which will benefit and not be a…

Why your Autumn BD needs a 100 day plan

04 September 2019

100 Day Plan

The Autumn typically marks a very busy period for many professionals and a careful juggling act of both client work and business development (BD). This year many firms also face a time of political and economic uncertainty in their key markets.

Whatever the changes ahead, those professionals who maintain a regular BD approach will be more effective and successful at supporting clients and contacts, spotting opportunities and converting them…

Foundation stones for personal business development success in 2019

09 January 2019

For many professionals we work with, business development (BD) has to ‘slot in’ around a myriad of other client, staff and other business responsibilities.  And yet how successful a professional is in attracting new work greatly influences the status they achieve in other areas of their professional life.

It’s important not to treat BD as a luxury – something to be actioned when more time magically appears in the diary. Instead, the…

How to create new work opportunities for the second half of 2018

27 June 2018

We are now over the half-way point in 2018 and, for many professionals, it’s a good time to take stock of their business development (BD) efforts to date – as well as make plans for the remainder of the year. And with the summer break coming up (and hopefully some quieter moments), we’ve collated some tips to help you review and plan your BD approach in the months ahead.

In particular we’ve focused…

Turning ideas into revenue

01 October 2017

Turning ideas into revenue

With just three months left of 2017, many professionals have an eye on their annual plans and targets. For some there may be a need to create new work opportunities and generate additional revenues in what’s left of the year.

 

Such opportunities may come simply from spotting additional ways to add value to clients, or they may rely on converting business from potential clients.  They may even flow from…

Taking time out

11 July 2017

BD planning tips

For many of us the summer holiday period provides a valuable opportunity to take ‘time out’, step back and review areas such as BD performance.

Business development summer planning

This is indeed time well spent as it helps professionals take stock of the BD activities they’ve undertaken and the results they have achieved. It can prevent continuing on paths which bring only limited new work opportunities, or…

Business Development activities that only take 10 minutes

05 January 2017

stopwatchWhen it comes to business development planning for the year ahead, much advice tends to focus on activities professionals can do ‘away’ from the office. Sometimes, however, hectic work schedules can only accommodate small pockets of BD activity.

 

Getting the most from your BD time in 2017

Given the limited time available these have to be undertaken at the professional’s desk.

In fact, in terms of the results generated, it’s often better to pursue a…

7 foundations for personal business development success

23 November 2016

wbd46-cover-foundations-bd-successSuccessful business development, like sport, involves discipline and focus.  In an increasingly competitive and changing environment, it also requires adaptability.

 

In our latest Digest, 7 foundations for personal business development success,  Andrew Warren gives a helpful and timely refresher of the basics for effective BD.

 

Mastery of these foundations enable a professional to distinguish themselves in the market, build a strong network and successfully convert new work opportunities.

 

As many professionals look…

Summer reading recommendations from the Team

25 July 2016

Summer reading recommendationsAs many professionals use the next few weeks to take a well-earned break, some will also use the opportunity to think objectively about what lies ahead for business in the coming months.

Clearly the economic and political turbulence of recent weeks means that uncertainty will remain the norm, rather than the exception for some time.

We asked the Results team, in view of recent events, what summer reading they now…

Summer BD Planning Essentials

11 July 2016

Plan stackWith the holiday season beckoning and the second half of 2016 commencing, many professionals will be taking stock of their BD performance and planning for the months ahead.  The summer holiday traditionally being a popular time for recharging, taking stock and planning.

 

To help you keep your 2016 BD plans firmly on track, here are 10 simple but highly effective activities to try in the months ahead:

 

1. Pay attention to…