Blog
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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5 tips to build a book of business in Asia
As a professional, building a book of business in Asia isn’t easy! Fortunately for you, the team at GSJ have over 30 years of experience building books of business in Asia, so here are our ”5 tips on how to build a practice in Asia”.
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5 ways you can immediately add value to your client's business
We all get it: “Value” is created from your client’s experience interacting with you. QED, if you want to differentiate yourself from the crowd, then you need to be providing a better client experience (CX) than your competitors. But that’s easier said than done.
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A simple 3-step guide to winning new business
Winning new business can be as simple as the process of “Meet”, “Talk” and “Act”. Provided you not only follow this simple 3-step plan, but also continually act on it, you should find yourself winning new business from your clients!
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Grow a profitable practice with “zero sum business development days”
Adapting and applying a “zero sum days philosophy” to your business development projects is one sure-fire way to ensure you stay one step ahead of your competitors.
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Learning the R.U.L.E.S
Given the intense nature of professional services firms, the concept of “the R.U.L.E.S” seems a fair and equitable profitability measure. But: Are the RULES the most appropriate measurement of a professional services firm’s profit or loss?
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