Retaining Business in Difficult Times 

For the first time since 2000 the economic outlook is unpredictable at best and even looks likely to become tougher and more challenging. During difficult economic times, law firms throughout the world typically search for answers to the question: "How can we develop business in order to see our way out of trouble?"

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A Waste of Time 

Professional services firms continue to invest money in business development training, yet the results often fail to reach even modest expectations. Peter Belsey looks at some of the best ways to waste your training budget.

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From contacts to clients 

Whether the focus of a firm's sales effort is on winning new clients, developing existing clients or both, many firms are failing to implement their sales strategies effectively. Too many firms focus on what they want to do rather than how they will do it. Kate Fleming outlines a few simple key processes which will make all the difference and enable you to win profitable business.

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Successful business development strategies for law firm partners 

Ark Conference Whitepaper

The client perspective - how to win work and retain client loyalty.

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From chit-chat to cash flow: winning business at seminars and social functions 

published in Axiom magazine

Seminars and social functions are amongst the fee earner's best opportunities for developing business. This article explores the common traps professionals fall into and the steps that can be taken, at social events, to maximise the time spent on business-focused discussion without spoiling the social dimension of the event for the client.

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Beauty is in the eye of the client 

published in The Lawyer

Beauty parades are among the most important methods used by clients to select legal advisers. Many firms have found, to their cost, that winning work through this competitive process can be expensive and time consuming. Kate Fleming explores ways to make the process more efficient and effective.

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Proposals - the silent sales killers 

White paper

In this white paper Richard Graham looks at how clients buy and the skills and strategies salespeople need to influence the buying decision. Included is a simple proposal analysis questionnare to enable you to assess your own proposals.

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Developing competitive advantage 

White paper

This white paper examines some of the ways in which competitive advantage can be built in any major sale, starting with the need to identify competitive differentiators and exploring how to exploit them to build a commanding position in the account.

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Surviving the mid-sale crisis 

White paper

This white paper explores some of the issues that can kill the sale mid-cycle if they are not handled correctly and sets out some of the actions to help ensure sales success. In particular, it explores the client's decision-making process, and some of the skills and strategies that can be influential at this crucial stage of the desicion-making cycle.

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