Most firms (and certainly the larger law firms) invest heavily in learning and development programmes. These programmes are often to help meet the firm’s strategic objectives as well as to help ensure any continual professional development needs are met. BD training is often an area that law firms look towards to help develop a client centric culture and create a pool of lawyers who are able to bring new work into the firm. However, how do you ensure that any BD training initiative or course actually results in behaviour change or produces tangible results? After all, in many cases, as soon as ..read more

The title may seem like this article has been written with the intention of us feathering our own nest…However, the main point is more around best practice when it comes to writing a compelling and winning RFP response.  You’ll need an external bid review, particularly for those bids that are considered a ‘must-win.’ Increasingly in the professional services landscape, many RFPs are being issued with a tight turnaround. A two or three-week timeline from the RFP being issued to the submission deadline is far from uncommon. And while firms may have internal BD or bid resources to assist, or ..read more

Achieving success as a professional services consultant requires cultivating relationships with clients and colleagues. For many accountants, lawyers, engineers, etc. the thought of doing BD can be one they dread. Many people have a BD fear. Especially when it comes to putting yourself out there and reaching out to potential clients or people you’ve never met before. The very thought of this prospect makes many very competent, and otherwise confident professionals, feel very uneasy. The comforting news is you are not alone. It’s perfectly natural to have a BD fear. The even more comforting new ..read more

What type of firm are you? In professional services, it is not uncommon to see year-on-year growth. Certain sectors have experienced yearly growth for a number of years now. However, the economy is slowing and even if this isn’t impacting you right now, most businesses will have years where they find their growth has either slowed, halted, or at worse, declined. In the private sector, many companies take measures to please either their shareholders or the board of directors. Ultimately, in any private sector firm, companies are built to make profits and reward the owners. These rewards are mai ..read more

The economy may not be plummeting, but it is certainly slowing down. The continual growth cycles we previously enjoyed have ceased and we are in a recession. Most of us are aware that best practice dictates that in a downturn you should, if anything, increase your marketing spend (not cut it). However, within professional services, that doesn’t always happen, and the CFO or CEO may well have a different view on marketing spend. Indeed, in a partnership structure, it is questionable whether partners will take a cur in drawings to fund marketing spend on future growth. Therefore, if this is your ..read more

Welcome to our practical guide for optimising your LinkedIn profile and making successful posts. In order build and grow your personal brand, maintaining an up-to-date LinkedIn profile an engaging with your network by posting regularly is essential. No matter what career stage you’re at – a seasoned professional looking to revamp your online presence, or a recent graduate eager to kickstart your career – our guide will point you in the right direction to communicate effectively. Our How-to LinkedIn guide covers everything you need to know about updating your profile and crafting posts, ensurin ..read more

Pre-RFP client engagement meetings play a crucial role in building strong relationships and winning new business opportunities. These meetings provide a unique chance for firms to understand their client’s needs, establish rapport, and position themselves as trusted advisors. To ensure these meetings are productive and successful, it is essential to follow effective practices. Below are 6 key steps to follow, to conduct pre-RFP client engagement meetings effectively to maximise your potential for success. How to Master Pre-RFP Client Engagement Meetings 1) Thorough Preparation Thorough prepara ..read more

In the competitive landscape of the professional services sector, feedback plays a pivotal role in shaping the success and growth of business. As service providers, it is essential to recognise the importance of seeking and utilising post-client feedback, especially after submitting a bid response. This article explores 5 reasons why post-client feedback holds significant value in the professional services sector and how it can benefit both service providers and clients alike. The Power of Post-RFP Client Feedback 1. Building Trust and Credibility Post-client feedback acts as a powerful tool f ..read more

ChatGPT is one of the leading tools that can help you to supercharge your marketing, personal branding and content creation. In my previous article, I explored 5 ways that your professional services firm could use ChatGPT to streamline content generation and enhance your LinkedIn presence – ensuring you get seen and heard by the right people. These were, drafting posts, strategy advice, content ideas, repurposing content, optimising your profile and crafting good headlines. In this article, I’ll delve a bit deeper and provide 6 tips for generating more effective social media content using Chat ..read more

In today’s highly competitive business landscape, the ability to produce a persuasive and compelling proposal is crucial for professional services firms seeking growth and success. As the professional services sector becomes increasingly saturated, it is essential to create a winning bid response that stands out from your competition. This article explores the key components you should incorporate into your proposal, outlining their significance in maximising your chances of success, and your ability to secure valuable contracts. The 6 components needed for a winning bid response 1. Understand ..read more