Blog
5 things to consider when implementing a formal client feedback program
According to the results of a survey undertaken by BTI Consulting Group, 72% of professional services firms’ clients indicated that they want to give feedback on their service provider’s performance. Yet only 30% of firms actually ask their clients for feedback in any meaningful way.
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Niche or generalist?
A common question in business is whether it is better to be a generalist, full-service practitioner or a niche practitioner? As with so many things in professional services, our answer to that question is a cop-out: "it depends".
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10 rules for business development success
This post is inspired by Kurt Vonnegut’s ‘8 Rules of Writing’. If you’ve never heard of Vonnegut’s 8 Rules, Rule #1 is about as perfect an example of a rule that should apply to your business development activities. Read here for this #1 tip and 9 more!
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15 tips to maximise your networking opportunities at a partner retreat
Partner retreat season generally happens a couple of months before the end of the financial year, and regardless of whether it’s your first partner retreat or your 20th, you need to make sure you follow a planned strategy to maximise your networking opportunities at the getaway.
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10 tips on providing an excellent client service
The holy grail of professional services firms is ensuring we provide excellent client service. Provide excellent client service and, in all likelihood, our clients will keep coming back to us. Provide a rubbish client service, and there’s a very good chance you’ll never see that client again!
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5 business development tips to help grow your small-to-medium professional services firm
Business development is not only critical to the growth of your practice, but also to its sustainability. Yet many small-to-medium-sized professional services firms see business development as an administrative burden, if not a headache.
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10 ways to leverage your referral network and win more work
Every professional services firm is fundamentally a person-to-person business. As a result, a large part of our ongoing book of business is reliant on the referrals we get from our trusted relationships.
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10 ways to build trust with your customers
Without trust, you don’t have a long-lasting relationship with your customer(s). Without it, you are transactional, always looking for that next deal and customer. Implementing our 10 tips to build a trusting relationship with your customers will help deliver repeatable revenue opportunities.
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Dynamic pricing strategies for professional services
Dynamic pricing adjusts pricing to real-time circumstances around the demand for a service or product. Options include surge pricing and special occasion pricing. Understanding the how, when, what and who, where certain events will create demand, actually gives you a competitive advantage.
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6 key questions when assessing client stickiness
These key questions provide a useful starting point for thinking about how you can engage at a deeper level with those clients you wish to be doing more work with.
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The importance of creating “relationship value” with your clients
“Relationship Value” exists between you and your client if you provide your client with an economic benefit, a technical benefit, a service benefit and a social benefit. In this article, we look at these in more detail and provide our top tips on the ways professional services firms can create and enhance the Relationship Value they have with their clients.
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Happy New Year: 2024 is a time to FOCUS
As your outsourced business development provider, at GSJ we will tell you it’s no longer the right time to be chasing the last of the Christmas feast that was; you need to FOCUS your business development efforts for 2024.
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