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Business Development

Obsession is a desirable trait in client relationship managers

Obsession is the key to client relationship management

Obsession is a desirable trait in client relationship managers. Professional services firms are quick to react when a major account goes back...
If winning large business and government clients is part of your strategy, you must view tenders as an investment, not an expense.

Four roles your bid team can’t do without

In recent years, seemingly every business-to-business category has observed an increase in the number, complexity and value of private and public sector...
In the aftermath of a tender, a debrief is essential.

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

In Australia, between late 2018 and early 2019, 150-plus commercial law firms competed in an aggregated tender to be appointed to the country's "billion...
In the aftermath of a tender, the vultures will prey on the carnage

In the aftermath of a tender, the vultures will circle

In Australia, following the outcome of the Commonwealth Government legal services tender, a whole lot of small firms and boutique practices must...
Blackboard covered with mathematical formulas

In difficult B2B categories, winning proposals make things simple

Business-to-business (B2B) procurement is fraught with risk. The financial risk is obvious, given the contracts are large, lucrative and long-term. But there’s also risk...
Close up picture of the stamped pattern on an industrial floor

If you have genius, industry expertise will improve it

Last week, we found ourselves in a robust discussion with a client about what it means to be an industry expert.
If you're good at what you do your network will play matchmaker for you

Word-of-mouth still the most powerful form of marketing

Forget about marketing automation, chatbots, the buyer journey, influencers, lead magnets, native advertising and algorithms. Word-of-mouth is, always has...
Tenders and Proposals

Professional services tenders will increase in complexity, scale and scope

If you want to work for sophisticated clients, start thinking and acting like a sophisticated business. Tenders are not where your firm should be cutting corners or costs.
B2B case studies can open doors and close deals

Do your case studies open doors and close deals?

According to Forrester, 59% of B2B buyers would rather conduct their research online than interact with a salesperson. That being the case, how do...
Aussie businesses should prepare now for modern slavery legislation

Will Australia’s modern slavery law cause you to lose a key client or contract?

If your marketing and business development teams are high-performing, how they spend their time in between major pursuits will be as valuable as what...