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How to convert wins to wons* (or dollars)

Winning a tender is relatively easy. Converting it into revenue is what's hard.
You won a big tender. Well done, you. Still, it’s unlikely yours was the only firm appointed so what’s your plan to convert your...

Are you an aspiring thought leader? Here’s a lesson in content...

To take your content from good to great you must put some thought into it
Thought leadership. In professional services marketing, it’s the most valuable form of content. If your firm employs or engages marketing practitioners, the chances are it’s...

Don’t hibernate your marketing for the long, hot summer

Have fun in the sun but don't forget to do your marketing housekeeping
With Australia’s courts soon to close for the extended summer break, most commercial law firms will operate with just a skeleton staff until well...

Lost an important tender? It’s time to face the music.

A tender debrief will reveal whether you lost due to factors within your control.
In New South Wales, between late 2015 and early 2016, 100-plus commercial law firms competed in an aggregated tender to be appointed to the...