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CONTENT MARKETING

BRANDING

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...

Refresh your image guidelines to inject new life into your brand

Update your images to inject life into your brand
When or how often should a business refresh its brand? Every three years? Every five? The answer is every so often.   Maybe you’ve gone through...

Values-based marketing is a corporate responsibility

Values-based marketing is a corporate responsibility
Values-based marketing is a corporate responsibility. Here's why. Every serious brand will have been created around a set of brand values. Those values help define...

Being ‘Miss America’ made Anna Kendrick a social failure

Anna Kendrick was not a social media success as 'Miss America'
Anna Kendrick was nominated for a Tony (High Society) at age 12, and an Oscar (Up in the Air) at 25. She made five...

TENDERING

Have fun in the sun but don't forget to do your marketing housekeeping

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

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...
Winning a tender is relatively easy. Converting it into revenue is what's hard.

How to convert wins to wons* (or dollars)

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...
Exclusivity should be fundamental when outsourcing strategic BD

Exclusivity is a fundamental when outsourcing strategic BD

In Australia, outsourcing a B2B tender will cost a professional services firm anywhere from $10,000 to $60,000, depending upon the scale and complexity of...
A tender debrief will reveal whether you lost due to factors within your control.

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

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...

HUMAN CAPITAL

To become an employer of choice, treat your staff as you do your clients

Want to be an employer of choice? Treat your staff as...

Every B2B business aspires to be recognised for its client service. Many organisations say they are, whether or not that’s true. If you’ve worked in...
Young woman reading her diary

Public-Private Perspective: How to network on social media

I once had a fleeting relationship with a lothario colleague. Even though we were both single at the time, for a long time afterwards...
Changes jobs when you have something fabulous to run toward

Career Move Ahead

Finding a new employer is a popular new year's resolution. If you're one of the many people who has resolved to change jobs after...
Fancy a lesson in performance planning?

A Lesson in Performance Planning

For many professional services firms this time of year will be defined by salary reviews, promotions and performance planning. It’s an exciting time. Despite...

KEY ACCOUNT MANAGEMENT

Winning a tender is relatively easy. Converting it into revenue is what's hard.

How to convert wins to wons* (or dollars)

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...
Key account management should be mission critical for professional services firms

Key account management is mission critical for professional services firms

It's a business truth that all clients are not equal. Some are transactional; others relationship-based. Some are price sensitive; others value-driven. A key account strategy...
How to cultivate and sustain partnership relationships with your clients

How to cultivate and sustain partnership relationships

Earlier this month iSentia announced King Content, Australia’s largest content marketing agency, would close its doors due to poor financial performance. Mumbrella’s Tim Burrowes speculated...
Actress Lauren Bacall dressed as a spy

Agent Provocateur: 10 Things to Consider Before Appointing a New Agency

Agencies. They sound glamorous. Occasionally they are. But whether niche or generalist; high-tech or high touch, they're ultimately professional services businesses and it's time...
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SOCIAL MEDIA