9 Impactful Steps to do Effective BD Without Selling in an Unfavourable Market
The BD Ladder
by Ben Paul
4M ago
When the market turns, most firms look to their people to go out and do more BD or sales activity to reverse the tide. However, most lawyers, accountants, architects and engineers, don’t see themselves as salespeople and may actually revile against the idea of selling. So how do these people do BD without selling, particularly in an unfavourable market? One of the key issues with only doing BD when the market has turned against you, is that you are clearly only doing it because you HAVE to. As I’ve mentioned, in many previous articles, BD needs to be a habit that is done regardless of the mark ..read more
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Added Importance of Networking in the Age of AI
The BD Ladder
by Ben Paul
6M ago
In some shape or form, most people and firms are using AI directly. Or even if they are not, they are certainly interacting with it. Business has always been about exploring greater efficiencies and reducing costs/overheads in a way that maximises profit. While recent years have seen a shift for businesses to have social outcome goals, the need for profit to fund these aims still remains. This is one of the many reasons why the use of AI (now that technology has advanced and become more trusted) is much more widespread. Yet, for professional services – which is such a people led service indust ..read more
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Essential End of Year Business Development and Marketing Tasks
The BD Ladder
by Ben Paul
7M ago
It’s the silly season (or the busy season). For most professional services practitioners, the end of year is a race to collapse! The demands of finalising client work and projects before the office shut-down means that, for many, BD and marketing initiatives will be the last thing on their minds. However, even when time is limited, there are a few activities which are definitely worth investing in to keep your BD and marketing habits going strong. There is, of course, the small matter of client entertainment or whether to send greeting cards. To help you make the most of your limited time duri ..read more
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How BD Training Enables Lawyers to Effectively Grow Their Practices
The BD Ladder
by Ben Paul
8M ago
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
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Why an External Bid Review is Priceless
The BD Ladder
by Ben Paul
8M ago
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
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Overcome your BD fear in 6 powerful steps
The BD Ladder
by Ben Paul
10M ago
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
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In tough times, what type of firm are you?
The BD Ladder
by Ben Paul
10M ago
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
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9 Efficient and Low-Cost Marketing and BD Tactics for Professional Services Firms
The BD Ladder
by Ben Paul
11M ago
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
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How-to Guide: Updating your LinkedIn Profile and Posting Effectively
The BD Ladder
by Lucy King
11M ago
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
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Mastering Pre-RFP Client Engagement Meetings: A Guide to Effective Practices
The BD Ladder
by Piers Riley
1y ago
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
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