Blog
Why a lack of pricing discipline is undermining your profitability
Pricing inconsistency quietly erodes profitability and client trust. Here's why it happens, and the framework professional services firms can use to fix it.
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Why small law firms should use a fractional business development manager
Business development shouldn't only happen when work slows down. Here's how a fractional business development manager can help small law firms build a more consistent, sustainable pipeline.
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Why your law firm needs to do a business development audit
Why technically excellent law firms still struggle to grow, and how a business development audit uncovers the real gaps in visibility, referrals and strategy.
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The hidden pricing mistake most professional services firms make
Answering "how much will this cost?" too quickly is one of the fastest ways to undervalue your work. Here's what to understand before you quote a fee.
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The real barrier to growth: why professionals misunderstand business development
Why do so many skilled professionals struggle to grow their practice? It's not what you think - discover the real barrier to business development growth.
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Client Feedback Program for Professional Services Firms: Why It's Essential
A well-designed client feedback program is no longer a “nice to have.” It’s one of the most effective business development, retention and pricing tools available to professional services firms.
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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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