2020 promises to be a year of change for professionals and their firms.  The post-Brexit landscape will require a period of adjustment for businesses and individuals alike, and many will turn to their advisers for help and guidance along the way.

Advisers now have an opportunity to show greater commerciality than their competitors – to demonstrate that they understand the changes and implications as they start to unfold and become clearer, and…

We would like to wish you a very Happy Christmas and a prosperous 2020.

This year instead of sending 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 order to…

Added value is always in the eye of the beholder – what’s valuable to one contact or organisation might not be valuable to another.

Typical ‘added value’ approaches used by firms, such as bulletins, training and even secondments have now become commonplace with clients expecting them as part of the standard service. In some cases, added value originally designed to foster greater goodwill and client loyalty has been reduced to commodity status.

At…

10 Trends in Today’s Pitching LandscapeThe pitching landscape for professional firms continues to be busy, whether that’s a possible by-product of the current economic and political uncertainty is hard to say.  What is clear though is that clients are showing an increased keenness to review the value they gain from their advisers and re-assess their professional services expenditure and preferred firms.

 

In the current pitching environment, new approaches are emerging on both the…

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…

2 things to know about your client blog postThe summer holiday season often gives professionals some quieter time to review how their client relationships are developing.

During busy times much attention is diverted to tasks and projects at hand.  Whilst it’s important to deliver as promised, if a professional doesn’t adopt a wider outlook they may miss valuable insight or potential opportunities for client work in the long term.

To build trust with a…

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…

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…