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Whether conducting an unsuccessful tender debrief, or your periodic client relationship review, seize every available opportunity to secure feedback.

Listen like thieves

Whether conducting an unsuccessful tender debrief, or your periodic client relationship review, seize every available opportunity to secure relative feedback from your clients and prospects,...
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...
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...
The seven deadly sins of tendering

The Seven Deadly Sins of Tendering

Last year, via a competitive tender, one of the country’s largest insurance groups consolidated its legal panel from 50-plus to 20-something. This week, I...
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...
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...
Don't speak (on social) unless you have something worth saying

Word of Mouth or Paid Placement?

We’ve long known word-of-mouth is a highly effective means of marketing. A November 2013 survey (granted, one conducted by the US Word of Mouth...
The big data within your systems should be used as proof points in your tenders

Body of Evidence: Big Data Provides Proof in Tenders

Isn’t it ironic that at a time when consumer brands are swooning over the opportunities presented by Big Data, professional services firms are still,...
Is it possible to convert an unhappy customer into a brand advocate?

Your Most Unhappy Customers are Your Greatest Source of Learning

As a head of marketing, I once received a telephone call from an irate client contact who accused my company of a serious information...
CRM

Eight tips for selecting the right CRM system

A Client Relationship Management system. It’s almost indisputably a company's most valuable asset. Yet, those four words can mean very different things to different people. Whichever...