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Business Development

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...
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...
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...
Two reporters having a flirtatious chat

What to do when culture clubs your business development team

One of the things I most admire about working with engineering firms is their culture reflects a genuine commitment to continuous improvement. Evidently, when...
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...
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.
Winning-a-tender-is-easier-than-converting-a-win-into-revenue

How to convert wins into wons* (and decisions into dollars)

*We love a word pun. The won is the official currency of North Korea. 
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...
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...