Blog
Helpful hints on how to make business development a daily habit
Sustainable growth doesn’t happen in sprints; it happens when you show up constantly. So here are some helpful hints on how to make business development a natural, automatic part of your work day.
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Why your cross-selling efforts might not be working and what you can do about it
Most professionals fail miserably at cross-selling. Their firm’s cross-selling efforts feel ad hoc, dependent on individual rainmakers or are overly reliant on enthusiasm rather than strategy. So here are some identifiers of what might be holding back your firm’s cross-selling, as well as some steps you can take to fix it.
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The confidence gap: overcoming the fear of self-promotion
If there’s one topic that makes many professionals squirm, it’s self-promotion. You know business development matters. You know visibility drives trust. But promoting yourself can feel… uncomfortable.
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The future role of AI in business development
At its core, business development in professional services is about people. Despite what people might be telling you about the wonders of artificial intelligence (AI); the art of building trust, listening to client needs, and staying front-of-mind will still require the human touch for years to come.
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Marketing and business development: what’s the difference?
One of the most common questions we get asked is: “What’s the difference between marketing and business development? Aren’t they the same thing?”.
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Trust-based pricing: when relationships set the price
For some time now we have been told that the onset of artificial intelligence (AI) will doom the billable hour and that value-based pricing is the future. But, what if they are wrong?
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Professional services firms: pricing the uncertain
Pricing work that lacks clear deliverables, predictable timelines, measurable outcomes or a defined scope of services is one of the biggest challenges professional services firms face today.
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Redefining leverage in the age of AI
As the age of artificial intelligence (AI) dawns, the traditional view of leverage is being reviewed and rewritten. Tomorrow, leverage is going to be less about headcount ratios and more about a new dynamic.
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Strengthen client loyalty and staff development by introducing junior team members early
We often hear feedback that clients wish they had the chance to meet all the professionals on the team. But, as anyone who has worked in professional services can tell you, client relationships are carefully cultivated and often closely guarded by senior partners and/or client relationship partners.
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Supercharge your business development results by learning to delegate
Delegating business development tasks strategically and effectively can dramatically improve your business development performance and results.
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How to attract high-value clients
High-value clients gravitate toward firms that are intentional about how they present themselves, what they do, who they serve and what value they are delivering to their clients.
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10 ways AI will change your firm’s pricing
Fundamentally, AI will bring discipline to pricing by offering firms real-time insights, automating routine processes, and revealing patterns that help partners and pricing teams make better decisions.
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