Blog
A Value Pricing Master Class by Alec Guinness (Star Wars)
When you think about Star Wars, you think: George Lucas, Luke Skywalker, Princess Leia, Han Solo, Darth Vader and maybe an Ewok or two. What you are unlikely to do is make a connection between Star Wars and Value Pricing. But, if you are a student of Value Pricing looking to understand the impact it can have on the bottom-line, then Star Wars is a good place to start.
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10 reasons why business development campaigns fail and how to fix them
Business development campaigns rarely fail because of bad intent or lazy execution. They fail because of predictable, fixable mistakes. We look at 10 common reasons we see business development campaigns failing, along with 3 practical fixes you can apply immediately to remedy this issue.
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How AI can help transform your post-matter learnings
For most professional services firms, post-matter reviews are a well-intentioned but often under-cooked process. Artificial Intelligence (AI) can fundamentally alter this dynamic.
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Common mistakes when creating a business development plan and how to avoid them
While most BD plans are very impressive looking documents, the hard truth is that few work effectively and most never make it out of the top drawer of the partner’s desk. What fails isn’t in the idea of business development - it’s in the way the firm’s business development plan is designed, governed and lived.
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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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