For many professionals investing time in cultivating relationships with colleagues and contacts is time well spent.  One individual can, over time, send many business opportunities your way. Indeed, for some professionals, their referrers are effectively their key clients.

And like a good client, your relationship with a referrer needs careful management.  You want to ensure that they think of you when an opportunity arises, and this requires that you keep in touch with…

Often the key to a firm’s business growth lies in their current client portfolio. Work stemming from existing clients often offers greater profitability through a lower cost of sale and shorter learning curve for the firm’s team.

To check you are effectively managing your client relationships and developing opportunities, it’s good to periodically review your current client relationships and consider how robust they are.

 

 

In doing so, ask yourself if you:

  • have too many…

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…

xmas-greeting-2016We would like to wish you a very Happy Christmas and a prosperous 2019. This year instead of sending out Christmas cards we will once again be giving a donation to Springhill Hospice.

Springhill provides specialist palliative care for people with life-limiting illnesses and we know from first-hand experience that the team there do a fantastic job. It is an independent charitable organisation and has to rely on voluntary contributions in…

Client listening strategiesNaturally, all firms are keen to retain and develop their current client relationships. Retention makes sound commercial sense and can significantly reduce the cost of sale of new work streams.

To retain their clients though, firms need to continually find ways to add value to them.  This is largely dependent on how well the firm understands what their clients want and how client contacts feel about the…

Latest pitching approachesAs part of good corporate governance and with an eye driving greater cost-efficiency and value from their advisers, the requirement for competitive pitching skills is always present for professional firms.

In recent years firms have become more professional and robust in their approach to pitches.  So much so that we’re often asked how teams can stand out against highly competitive quality firms.

From our research, and day to day work helping teams…

Cross-selling approachesMost professional services firms recognise their existing client base is a key source for increased revenue. Cross-selling additional support to a client is often an easier opportunity to convert and comes with a lower cost of sale.

We do, however, come across professionals who say they are uncertain about how best to cross-sell and, in particular, introduce colleagues into their client relationships. So in this article we’ve shared some of the…

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…

Spotting opportunities in businessA key skill of a client-focused professional is the ability to spot opportunities to further support a client – or target client – and then gain the decision-maker’s commitment to work with them.

In this article we focus on some of the skills for spotting new work opportunities in your client base. We have also shared techniques to help you convert those opportunities into business, without the need for you…

Ideas to keep in touch with clientsMany professionals we work with recognise the need to keep in touch with clients and contacts, even when they are not currently working with them.  The challenge for some is how to do this in a way that comes across as positive and not ‘salesy’. In some cases it puts professionals off reaching out to their contact altogether.

 

The risk of not keeping in touch

But by failing…