Blog
Category: Strategy
Why your firm needs a Key Client Program
When I first started working with professional services firms over 25 years ago, a partner pulled me aside and told me that all of his clients were equal. It didn’t take me long to realise this was a very bad client strategy to have. Not only are clients not equal, but not all clients are good clients that you want to keep .
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Knowing when to fire a client and understanding how to do it
In this blog, we explore when it might be a good time to fire a client and talk through some proactive steps you can take to ensure the process is as smooth as possible.
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Implementing a ‘land and expand’ pricing strategy for business growth
In a highly competitive business environment, such as we often find with professional services, it is arguable that an aggressive pricing strategy helps win work and new clients. A ‘land and expand’ pricing strategy could be an option for you to consider to drive business growth and success.
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‘Sink or Swim?’: Tips on how to successfully onboard a new lateral hire
You’ve done an internal audit of your existing skill set and identified a deficiency. It might be that you never had that particular skill set in the first place. Or it could be you’ve recently lost the skill to a retirement or departure. Either way, you don’t have it, and you need it.
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5 tips to make your next client business development meeting a success!
For most professionals, the very thought of a meeting with a new prospect or an existing customer to talk through how you can help them with their problem(s) can be daunting.
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5 reasons you need to unlock the secrets in your data
Every professional services firm collects huge amounts of data about their clients and the industry sectors they operate in each and every day. Few, however, take the time to apply the resources to interpret this raw data and apply the findings to its own business in order to improve the value of the service they’re providing.
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Why you need to segment your client marketing list
At GSJ we believe that by not segmenting your client list to the relevant readership, you’re missing out on a ton of business development opportunities. If you want to rectify this error, you should start by classifying your current client and target client lists.
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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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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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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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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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