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

In the aftermath of a tender, a debrief is essential.
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...

This disastrous website project provides a successful lesson in failure

This disastrous website project provides a successful lesson in failure
This month, a professional services firm launched its new website. What makes this remarkable is the firm embarked upon this project almost...

Here’s the key to innovation in professional services firms

In professional services environments, innovation is rarely disruptive.
Every professional services firm claims to be innovative (would any firm admit to being regressive?), but how many really are?

How to convert wins to wons* (or dollars)

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

Are you an aspiring thought leader? Here’s a lesson in content...

It's time for a quick lesson in content marketing
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...

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

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