In a noisy, competitive and topsy-turvy marketplace, what is the key to capturing the imagination of your most coveted prospects? We know it isn’t the case, but particularly in professional services, it is easy to market as though we believe it is our credentials…Or brand…Or budget…Or eloquence that will differentiate us from every other advisor … Continue Reading
How important is business development to you? Years ago I was being interviewed for the senior business development and marketing position in a law firm, and was on a video conference with a handful of firm leaders. Two things about the experience impressed me…and I don’t mean in a good way. At various times during … Continue Reading
Most professional service providers would welcome a more predictable, consistent and robust flow of qualified new business leads. Scratch that. When it comes to business development and sales, virtually every professional service provider I know is searching for an efficient way to connect with potential new clients. Marketing strategies promise it; the possibility is the siren … Continue Reading
In a recent conversation, the managing partner of a business law firm asked, “why is organic business development slow, painful and, for the most part, ineffective when it comes to actually developing new business?” He went on to cite the percentage of revenue his firm invests in marketing and business development efforts, and wondered aloud … Continue Reading
