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Business Development

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...

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...
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...
Client relationship managers should be defined beings - they need a position description.

Are your client relationship managers defined beings?

Client relationship managers play an important role in a professional services firm. They’re the people who are charged with protecting and growing...
These tendering tips will save you from a preventable loss

These three tendering tips could save you (from losing)

Right now, we’re working on a manufacturing tender. Our client has deep sector experience, a stellar track record, and an impressive stable of clients....
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...
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...
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...
Love me tender, and pro bono

Love me tender, and pro bono

In the past six months I’ve worked closely with law firm clients on tenders issued by a Top 50 listed company, the second-largest local...
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.