Late last year I attended the 2025 Professional Services Marketing Group (PSMG) Conference in London to refresh my Business Development (BD) skills. The conference theme was ‘Thriving In An Age of Continuous Reinvention’ and there was a simple, positive idea to the day’s discussions…When you modernise your approach to business development, your strongest client relationships
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8 Reasons It Pays to Show Up For the Long Shot
Even When The Brief Looks Stacked Against You, There’s Value in Saying ‘Yes’.By Sue-Ella Prodonovich In my view, it can be too easy to say ‘no’ to pitching for work that’s a long shot. That’s because many firms adopt a ‘go/no go’ approach when deciding whether to pursue an opportunity presented by an Expression of
How Solicitors & Barristers Can Boost Word-Of-Mouth Business
Word-of-mouth is still king when it comes to building a professional services practice but the pathway for new business is tortuous. Scarcity of time plus an abundance of choice means decision-makers take shortcuts to reduce their search effort. Anthropologists call it ‘information foraging’ (Pirolli & Card, 1999) and it affects how you profile your practice and how business
Three Things Your Associates Were Afraid to Ask (But You Really Should Tell Them)
When it comes to the way your law firm operates – and what you expect your lawyers to do to keep it profitable – you might be surprised what your Associates and Senior Associates don’t understand.Over the past decade, Sam Coupland, from FMRC, and I have run business skills workshops for lawyers. (Those who
How to Stop Worrying and Start Loving Your Practice Again
We may have been through a lot over the past few years, but, really, the first 24 months post-COVID were surprisingly good times for many professional services firms. In many ways, that period was a bit too good: there was so much demand that winning new work didn’t take too much effort. It didn’t seem