Why Business Development Lunches Don't Work!
Traditional business lunches are often overrated. Learn why meaningful engagement, shared experiences and value-driven interactions produce stronger results.
Right, I'm going to say from the start that I'm a fan of the business development lunch. But, like all of your business development efforts, there is a time and place. And sometimes, in fact many times, the business development objective you are trying to achieve could be better achieved in another way.
So, for this BD Tips Wednesday post, I thought I would run through a couple of reasons why those long business development lunches you are having to celebrate the end of the financial year may not be getting you the results you were hoping for!
The Problem with the Traditional BD Lunch
You lock in a date—often weeks in advance—to meet a client or a referrer at the hottest new joint in town.
You arrive on time and spend a few minutes catching up over small talk.
Then you awkwardly ask: “So… how’s work?”
You small talk over the remainder of the meal .
You part ways, promising to "keep in touch".
Sound familiar at all?
That's right: No clear agenda ➡️ No clear takeaways ➡️ No next step action items ➡️ No value exchanged = Total waste of time
Just two busy people having a spot of lunch together.
This is NOT a Business Development Lunch because...
It lacked focus and intentionality
The biggest issue I have with BD lunches is that they are very rarely focused. In most cases, there’s no agenda 🗒️. And without direction, the conversation can feel like meandering small talk that achieves little more than keeping your name on someone’s radar. Not saying there is anything wrong with keeping your name on someone's radar, but there are better ways to do it than spending 90 minutes buying them an expensive lunch!
It feels fake
More often than not, a conjured-up lunch occasion becomes a performance: both parties are “on,” carefully managing how they present themselves, rather than honestly discussing problems, needs or opportunities.
3 Better Ways of Doing Business Development
1. Collaborative Working Sessions
One of the best ways to build rapport is not by eating together, but by thinking together.
Invite a client, prospective client, or referrer to a co-creation session—a whiteboard workshop, a problem-solving meeting, or a strategy discussion.
Instead of asking them to take time out of their day for a generic lunch, offer to sit with them and help unpack an issue they’re facing.
You:
Build trust through shared problem-solving
Demonstrate your capabilities in real time
Create a reason for ongoing interaction
2. Short, Purposeful Coffee Catch-Ups
If you still value face-to-face interaction (and I do), opt for shorter, sharper meetings with a clear purpose.
A coffee meeting with a defined topic or objective can be far more productive than a lunch.
It’s also easier for clients and contacts to accept the invitation when you frame it as a brief and focused catch-up, rather than a drawn-out commitment.
The key here is to:
State your intent clearly (“I’d love to get your thoughts on X” or “I want to share a quick update about Y”)
Keep it tight (30–40 minutes max)
Follow up promptly with value (a relevant article, a summary of next steps, or a useful introduction)
3. Deliver Value Before You Ask for Time
Perhaps the most powerful way to build trust is by delivering value without being asked.
Before booking a lunch or coffee, ask yourself: Have I given them something useful? 🤔
This could be:
A tailored insight or trend that impacts their industry
A short note with an idea related to a problem they’ve raised
A thoughtful comment on a piece of work they’ve published
A proactive suggestion on how you might collaborate
When you show up with something meaningful, you flip the dynamic. You’re not asking for their time—you’re earning it 💼✨.
And then when you do eventually meet, there’s already a foundation of value to build on.
Rethinking What Business Development Should Look Like
We’re a long way past the era where BD meant steak lunches, golf games, and three-hour meetings. Today’s clients are savvy. They want trusted advisors who understand their world and help them make progress.
Business development in modern professional services needs to be:
Client-centric: Focused on solving their problems, not selling your services
Efficient: Respecting everyone’s time and attention
Authentic: Based on genuine curiosity, not rehearsed rapport-building
Value-led: Every interaction should leave the other person better off
That means we must shift away from rituals and habits that no longer serve us; toward interactions that are truly meaningful.
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
5 Tips On How To Overcome Business Development Fatigue
Business development fatigue can affect even the most motivated professionals. Discover practical strategies to stay focused, energised and consistent.
In this BD Tips Wednesday post, I share 5 practical real-world ways to reset your energy, sustain momentum and overcome any BD burnout you might have,
1. Reconnect With Your Purpose
Business development fatigue often isn’t caused by “doing too much,” but by forgetting why you're doing it.
Step back and ask yourself:
Who am I helping when I win new work?
What real-world problems am I solving for clients?
What kind of people do I love working with — and how can I find more of them?
Rather than chasing budget targets, realign with your purpose. Revisit client impact stories. Think about the wins this year that made you feel proud.
2. Shift to a Sustainable Cadence
Most BD activities assumes you have unlimited time and energy. You don’t. You’re also delivering work, managing teams and meeting deadlines.
Instead of trying to “do BD every day,” create a weekly rhythm you can sustain. For example:
1 client check-in (past, current, or potential)
1 insight post or article shared on LinkedIn
1 introduction or value-add email sent to a contact
Just three meaningful touches each week — that you can repeat, track, and improve. This approach avoids overwhelm while still building momentum.
3. Prioritise Your Warm Network
BD fatigue gets worse when you’re constantly trying to chase cold leads, pitch to people who don’t know you, or push uphill. Instead, focus on who already knows, likes and trusts you:
Former clients who might return or refer
Colleagues and referral partners in adjacent fields
Warm prospects who’ve engaged with your content
Reconnecting with your warm network is more energizing, more enjoyable and almost always more effective. A simple “thought you’d find this interesting” message can open the door to real conversations and work.
4. Repurpose, Don’t Reinvent
Creating from scratch every time is exhausting. So don’t.
Turn your daily work into BD fuel:
That advice you gave on a client call? Turn it into a LinkedIn post.
A detailed proposal you wrote? Repurpose it as a whitepaper or service brochure.
An FAQ you always answer? Record a short video or write a blog.
When you learn to see BD opportunities in your existing work, it no longer feels like a separate, energy-draining task. It becomes part of how you serve.
5. Celebrate Small Wins — Especially the Invisible Ones
In professional services, the “sale” often comes months after the first conversation. That makes it easy to feel like nothing is working.
So celebrate:
A positive comment on a post
A “thanks, this was helpful” from a client
A new referral from someone in your network
Don’t measure success only by revenue. Track conversations, connections, compliments and content engagement. These are the early indicators that BD is working — even if the work hasn’t landed yet.
Final Thoughts
BD fatigue is real and nothing to be ashamed of.
But it’s not a sign to quit. It’s a sign to shift:
Shift your strategy from hard-selling to helpful connecting
Shift your expectations from instant results to long-term growth
Shift your focus from doing more to doing it smarter
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Like Baseball, Business Development is a Game of Failure — And That’s Why It Works!
Business development is not about winning every opportunity. Learn why resilience, persistence and learning from setbacks are essential to long-term success.
Unfortunately, lawyers are trained in the profession of law over the business of law. Trained to think in terms of precision, structure and predictability.
It’s no wonder then that many lawyers approach business development with hesitation; because, unlike legal work, and much like baseball: business development is messy, uncertain and full of failure.
Yet, it's the most essential skills for any lawyer looking to build a sustainable, growing practice.
So for this BD Tips Wednesday post I thought it would be fun to look at how lawyers can develop their business development skills just by watching a baseball game!
You’ll Hear “No” More Than “Yes”
Hard to hear fact, if you’re just starting out you'll hear "no" more than "yes". But this doesn’t mean you’re doing something wrong - it means you’re in the game!
⚾ TIP: Just like in baseball, where hitting .300 makes you an all-star, successful BD often results in failed attempts more than they succeed.
It’s Not About Perfection—It’s About Progress
Business development rewards consistency, resilience and learning. Every rejection teaches you something:
Maybe your messaging missed the mark.
Maybe the timing was off.
Maybe the client wasn’t a fit.
The Bigger Picture
Like baseball, business development teaches us valuable lessons:
Rejection isn’t personal. It’s just part of the process.
Failure is data. Use it to refine your approach.
Patience compounds. Relationships and results both take time.
The only true failure is giving up.
The Mental Game
What separates successful business developers isn’t just charm or a killer network, it's mindset:
The ability to keep going after a dry spell.
The confidence to send another proposal after losing three.
The patience to play the long game, not just chase quick wins.
Play the Long Game
One of the hardest truths about business development is that it rarely delivers instant gratification. You may spend months | years building relationships that never convert into clients. That’s why consistency matters more than brilliance. You don’t need to have the perfect pitch every time. But you do need to show up again and again, staying top of mind through value-driven interactions.
Remember, each touchpoint is a step closer to trust > and trust is what ultimately leads to work.
Final Word
Don’t obsess over failure. Tweak, adjust and try again.
Because the next call, the next pitch, the next conversation could be the one that lands you that job!
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Stop. Look. Listen. Business Development Safety Tips for Professionals
Sometimes the best business development strategy is to pause, observe and listen. Learn how slowing down can improve client understanding and decision-making.
I was teaching my 3 year old the 'Stop. Look. Listen.' road safety rules. If you're old enough, like me, these used to be called the Green Cross Code Man rules. While trying to teach the child how to cross the road safely, it occurred to me that this is actually an important business development skill.
So for this BD Tips Wednesday post I thought I would take a look at the 'Stop. Look. Listen.' road safety rules of Business Development.
🟥 STOP
Pause before you pitch. Avoid BD autopilot.
In professional services it’s easy to fall into the trap of reactive selling. Any of this sound familiar:
responding to inquiries, chasing every opportunity or sending out templated credentials.
High performing business development professionals know when to stop wasting time on this.
✅ STOP and:
Revisit the client’s current context, pain points and recent changes.
Reflect on what value you’re actually offering: aka what’s in it for them?
Sense check internal capacity, readiness and alignment.
Confirm you’re solving a problem, not just one you happen to have a solution for
💬 “Busy is not the same as effective. Stop long enough to be strategic.”
🟨 LOOK
Observe before you act. There’s always more to see.
Looking isn’t just about reading an RFP or LinkedIn profile. It’s about being curious and analytical, gathering insights that help you position yourself more effectively.
✅ LOOK to:
Understand the client's world, including external pressures and internal dynamics.
Decode buying signals and decision processes.
Review past engagement history or similar work.
Map your competitors’ positioning and messaging.
💬 “If you don’t know what the client is dealing with, you’re just guessing.”
🟩 LISTEN
Real listening beats rehearsed pitching every time.
Professionals often hear, but rarely listen. Listening means being present, curious and responsive. It shows respect and builds trust.
✅ LISTEN to:
What clients are saying, as well as what they’re avoiding.
The tone behind the words: frustration, urgency, hope.
Buying signals, objections and subtle cues.
💬 “Listening is the fastest way to stand out in a noisy, sales-heavy market.”
Final Thoughts
Business development isn’t about speed. It’s about impact.
When you Stop: you avoid rushing into the wrong opportunity.
When you Look: you see the full picture, not just the surface.
When you Listen: you hear what your competitors miss.
In professional services, that’s how you build trust.
That’s how you win work.
That’s how you grow.
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Is your Business Development looking a little like Little Miss Helpful?
Being helpful is important, but constantly giving away expertise without creating opportunities can undermine your business development efforts. Learn how to strike the right balance.
Recently, my 3 year old asked me to read him Little Miss Helpful from Roger Hargreaves Mr. Men series for his bedtime story. Now I have to admit, it has been some time since I last read the Mr. Men series, so for those who may have forgotten (like me!):
Little Miss Helpful is always eager, enthusiastic and full of ideas about how to help people; but, more often than not, leaves a trail of unintended chaos in her wake.
When auditing your Business Development efforts: Does any of that sound familiar?
Lawyers business development efforts often resemble a parade of well-meaning “Little Miss Helpfuls.” We try to jump in, lend a hand and make something happen. Without always considering the strategy, alignment or impact of our business development actions!
So, for this BD Tips Wednesday post I thought I would take a quick look at how to avoid making your business development efforts look like you're the next Little Miss Helpful of Business Development.
1. Helping without asking: The BD equivalent of sweeping under someone’s feet
Little Miss Helpful once tried to clean the floor while someone was still standing on it. In business development, we sometimes do the same: Offering to help before fully understanding what the client actually needs.
Better approach: Ask. Listen. Diagnose before you prescribe. Tailor your offer to the client’s situation.
2. Doing too much, too soon
In the stories, Little Miss Helpful often acts quickly, thinking more is better. She’ll water plants that don’t need it, rearrange things that were already fine. Likewise, some lawyers' business development campaigns throw everything at the wall - emails, webinars, coffee meetings - without clear prioritisation or strategy.
Better approach: Start with one or two high-impact activities. Test, learn, refine. Business development should be deliberate, not frantic.
3. Mistaking activity for progress
She’s always doing, but rarely achieving. In Business Development this shows up in endless pipelines or chasing “maybes” that were never viable. We stay busy and call it growth.
Better approach: Focus on meaningful progress: Relationships advanced, proposals submitted, problems solved.
4. Ignoring the follow-up mess
Little Miss Helpful always means well but after the chaos, someone has to tidy up.
The business development parallel?
Promising more than can be delivered, failing to follow through or creating noise with no substance.
Better approach: Under-promise and over-deliver. Set realistic expectations and follow through consistently.
5. Be Strategic, Not Just Supportive
The lesson from Little Miss Helpful is not that help is bad, it’s that good intentions need direction.
With your business development efforts, enthusiasm is only effective when combined with:
Relevance
Intentionality
Follow-through
Collaboration
Instead of “being helpful,” aim to be strategic. Replace random acts of business development with meaningful, client-aligned action.
Final Thought
Don’t be Little Miss Helpful. Be Ms. Strategic Growth. Be the professional who understands before acting, connects before pitching and delivers before being asked.
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
The 15-Minute Business Development Checklist
You do not need hours every day to improve your business development results. Discover 20 practical actions that can be completed in just 15 minutes.
For this BD Tips Wednesday post I thought I would share with you a checklist of 20 business development activities you can do with just 15 minutes of your time!
20 Quick Business Development Wins To Build Your Practice Without Taking Up All Of Your Day
Use this checklist when you have 15 minutes and want to make it count. Print it, pin it, or save it—then start checking things off.
🔗 Relationship Builders
Call a client just to say hello—no agenda, just connection.
Email 5 contacts to check in or share something useful.
Follow up after a recent meeting, event or conference.
Send a thank-you email or handwritten note.
Invite someone in your network to coffee or a virtual catch-up.
🌐 Digital Presence Tune-Up
Refresh one page on your website (bio, services, testimonials).
Update your LinkedIn profile (headline, summary, recent experience).
Connect with 5–10 new contacts on LinkedIn.
Comment on 3 posts from your network with insight or encouragement.
Share a relevant article with a personal message to a client or colleague.
✍️ Content and Visibility
Brainstorm 3 blog or post ideas for future content.
Outline or begin writing your next article or client update.
Read one marketing or industry blog for inspiration.
Read client-specific industry news and forward something valuable.
Record a quick tip or insight you could turn into a post or video.
🛠️ Marketing Foundations
Progress a current project: article, pitch, seminar, or newsletter.
Research a potential lead and add them to your CRM or outreach list.
Improve a frequently used template, checklist, or form.
Delegate a task to a freelance writer, designer, or VA.
Use AI to brainstorm headlines, social media copy, or keywords.
⚡ Pro Tip:
Fifteen minutes each day adds up to over 90 hours of marketing a year. Consistency beats intensity—so pick one and start now.
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
The 3P Framework for a Smarter Pricing Strategy
Pricing is about far more than hourly rates. Learn how Positioning, Pipeline and Partnerships influence pricing power and profitability.
Often, in professional services, the role of pricing is mistakenly placed with the Finance and/or Data Analysts team(s). I understand why this is the case; the current business model necessitates that pricing be a function of costs, margins and mark-ups. But, look at pricing closer, the truth is if pricing is to sit anywhere in your firm, then its natural home is actually with Business Development.
Why do I say that?
Because, when you look closely, pricing isn't about costs and margins, its about your value, your market confidence and your brand reputation. And all of these have a natural home in Business Development, not Finance.
So, for this BD Tips Wednesday post I thought I would introduce you to another of my little toolkits: The '3P Framework' and how it can help you to make smarter pricing strategy decisions.
1P- Positioning: Price to Reflect Your Value
Your pricing tells a story about your brand. So the next time you think about how much you should be charging clients, ask yourself: "What story am I telling the market by pricing at this price?":
Are you positioned as a premium advisor or a discount provider?
Does your pricing align with the value and outcomes you deliver?
Is your pricing consistent across your messaging, proposals and website?
Positioning drives perception. If you position yourself as the specialist who solves high-value problems, your pricing must reflect that expertise. Conversely, if you are constantly discounting your pricing, you probably need to be the cheapest provider in town/
🧠 Tip:
Strong positioning earns you the right to charge more. Weak positioning forces you to discount.
2P- Pipeline: Build Pricing Options for Every Stage
A strong pipeline gives you pricing confidence.
When your pipeline is full, you can hold your price, stay selective and focus on value. When it’s empty, you’re tempted to discount—and that’s where pricing erodes.
Offer entry-level services to bring in new clients, and premium services to retain and grow them.
Use phased or bundled pricing that matches the client journey—from first engagement to major projects.
Track your pipeline closely. Healthy pipeline = healthy pricing decisions.
🧠 Tip:
A strong pipeline protects your price—and your margins.
3P - Partnerships: Strengthen Pricing Through Others
You don’t have to defend your pricing alone.
Strategic partnerships can build credibility, validate your value and open new opportunities where pricing strength matters.
Collaborate with complementary businesses to offer joint services that reinforce higher pricing.
Benchmark with partners to ensure your pricing is competitive (but not a race to the bottom).
Share client success stories and testimonials that externalise your value.
🧠 Tip:
Good partnerships multiply your reach—and your pricing power.
Putting the 3P Framework into Action
If you’re facing pricing pressure, ask yourself:
✅ Is my Positioning strong enough to justify premium pricing?
✅ Is my Pipeline healthy enough that I can confidently hold my price?
✅ Am I leveraging Partnerships to validate and extend my pricing power?
The Bottom Line
As I said at the start, pricing is not just an accounting exercise of costs and margins. It’s a reflection of your strategy, your value and your business development strength.
Further Reading
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Business Development in Tough Times: 7 Strategies to Employ During a Downturn
Economic uncertainty creates challenges but also opportunities. Explore seven practical strategies to maintain momentum and strengthen client relationships during difficult periods.
Discover proven business development strategies to help professionals thrive during economic downturns. Learn how to stay visible, add value, and strengthen client relationships in tough times.
Don’t know about you, but I’ve stopped looking at the stock market – the yo-yo ups and downs make for macabre reading! But there is a point to be made here, business development (BD) in good times can often seem tough, but when the market is heading south and everyone starts looking at the cost side of their budget, it can seem downright scary.
So, for this BD Tips Wednesday post I thought I would bring to the table all my experience having worked through the recessions of the 1980s; the Asian Financial Crisis (AFC); the dot com bubble burst; and most recently the Global Financial Crisis (GFC).
How to Approach Business Development in Tough Times
When times are tough, professional automatically go into their shell, hesitate, retreat; or, worse, freeze their BD efforts altogether. When, in fact, what you should be doing is:
1. Reconnecting with Existing Clients
Your current clients are your greatest asset. In difficult times, they’re facing the same challenges as you. Don’t reach out to sell—reach out to support. Ask:
✅ What challenges are you facing?
✅ How can we help you navigate this period?
This client-centric approach builds trust, uncovers new opportunities and reinforces long-term relationships.
2. Stay Visible While Competitors Go Quiet
In downturns, many firms cut back on marketing and BD activities. Use their silence to your advantage. Stay active:
✅ Post regularly on LinkedIn.
✅ Attend industry events.
✅ Share insights through newsletters or blogs.
🚀 Remember: Visibility leads to credibility and credibility leads to new business.
3. Lead with Value, Not a Sales Pitch
When budgets shrink, clients aren’t looking for aggressive sales tactics—they’re looking for solutions. Focus on:
✅ Sharing thought leadership content.
✅ Offering free consultations or check-ins.
✅ Providing actionable insights without expecting immediate returns.
Position yourself as "the" trusted advisor, not just another service provider.
4. Be Flexible with Pricing and Service Models
Rigid pricing can stall deals in a downturn. Adapt by:
✅ Offering phased or modular services.
✅ Introducing value-based or fixed-fee pricing.
✅ Reducing upfront commitments to lower client risk.
Flexibility makes it easier for clients to say “yes” when they’re watching every dollar.
5. Focus on High-Value, Best-Fit Clients
Now’s the time to prioritise clients who truly align with your strengths and values. Look for:
✅ Strong synergy with your expertise.
✅ Long-term partnership potential.
✅ Clients who appreciate collaboration and transparency.
It’s all about quality over quantity in your client portfolio.
6. Be Proactive and Seek Out Opportunities
In tough markets, opportunities don’t knock—you have to hunt them down.
✅ Identify resilient sectors or businesses still investing.
✅ Monitor industry news and client announcements.
✅ Respond quickly to shifting needs.
Proactive business development separates those who survive from those who thrive.
7. Invest in Relationships, Not Just Transactions
People remember who supported them during challenging times. Strengthen your network by:
✅ Offering introductions.
✅ Checking in without an agenda.
✅ Providing value - even when there’s no immediate payoff.
These relationship investments will deliver returns long after the market recovers.
Thriving Beyond Tough Times
Business development during a downturn isn’t just about surviving—it’s about setting the foundation for future growth. Tough times reveal which professionals are truly committed to adding value and building lasting relationships.
Keep showing up. Keep being helpful. When the market rebounds, you’ll be ahead of the pack—ready to grow while others are still finding their footing.
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Why Lawyers Need Help From a Business Development Sherpa
Business development has become increasingly complex. Discover why lawyers benefit from having a trusted adviser, coach or mentor to guide their growth journey.
Grow your legal practice with expert business development guidance in a changing industry
The Legal Industry Is Changing Fast—Are You Ready?
Hand on heart, I can’t tell you exactly what impact Artificial Intelligence (AI) will have on the global legal industry. But one thing is certain: competition for legal services is intensifying, and it’s only going to get tougher in the next decade.
The legal landscape is shifting. We’re seeing:
Mergers and law firm consolidation
Highly profitable niche legal practices spun out of BigLaw
Larger firms exiting jurisdictions that no longer support their business model
As delivery models evolve and go-to-market strategies get more complex, one thing is clear: lawyers need to get strategic about their business development and client acquisition if they want to thrive—not just survive.
With this in mind, for this BD Tips Wednesday post I thought I would introduce the Business Development Sherpa.
What Is a Business Development Sherpa?
Inspired by the expert mountain guides of the Himalayas, a Business Development Sherpa is your personal guide to scaling the often-overwhelming terrain of legal marketing, brand positioning and client growth.
Unlike a traditional business development consultant, a Sherpa provides hands-on, tailored support that includes:
Identifying and attracting ideal legal clients
Creating systems for sustainable lead generation
Optimizing your legal brand and digital presence
Navigating the noise of AI, fixed fees and market saturation
Think of a Sherpa as part legal marketing strategist, part business growth coach, and part accountability partner—focused entirely on helping you build and future-proof your practice.
Why Lawyers Need a Business Development Sherpa—Now More Than Ever
There’s a lot of noise out there: AI, the billable hour debate, fixed fee models, legal outsourcing, lateral partner movement, and more.
With all this noise, many lawyers feel overwhelmed, fatigued and unsure where to focus.
Here’s where a Business Development Sherpa helps out. They help:
Clarify your unique value proposition
Strengthen your online presence and legal brand
Expand your referral network and generate high-quality leads
Work with you on your strategy and hold you accountable for meeting your goals
Signs You Might Need a Business Development Sherpa
Ask yourself:
Are you relying mostly on referrals or word of mouth?
Do you struggle to talk about your services without sounding “salesy”?
Are you overwhelmed by marketing advice and need a clear roadmap?
Do you want to future-proof your practice in an AI-driven world?
Do you know you should be doing more—but don’t know where to start?
If you said "yes" to any of the above, it might be time to bring in a Sherpa to help you navigate the next stage of your growth.
The Bottom Line
The legal profession is evolving—fast. And so is the way clients find, assess and hire lawyers. It’s no longer just about being a great lawyer. It’s about being visible, relevant and strategic.
Whether you're a seasoned law firm partner or an ambitious associate, the right support can make all the difference. Don’t wait for the market to change around you—take charge of your growth journey.
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Why Client Testimonials Are A Crucial Business Development Tool For Every Professional Services Firm
Client testimonials provide independent proof of your expertise, credibility and service quality. Learn why they are one of the most powerful business development tools available.
With countless, similar looking, firms competing for a client's attention, a constant question being asked by busy professionals is:
How can I stand out from the crowd?
One of the easiest - and most powerful - tools you can use to do this is client testimonials.
So for this BD Tips Wednesday post I thought I would do a quick run through 5 compelling reasons why every professional services firm should start asking for client testimonials:
1. Builds Trust and Boosts Credibility
When potential clients are thinking about working with you, they want reassurance that you can deliver on your promises. Client testimonials act as social proof, showcasing the positive experiences others have had with your services. In turn, this makes you more relatable, trustworthy and approachable, helping to bridge the gap between you and those who are still on the fence.
In short, you don't just talk the talk, your clients vouch that you can walk the walk!
2. Creates Strong Emotional Connections
People like stories. Stories resonate with people. Testimonials are essentially stories: stories of positive experiences your clients have had with you.
So, when a potential new client reads how you helped another person or business overcome a challenge they are currently experiencing, it sparks an emotional connection.
In short, it makes you and what you do human. People relate to people. And it gives your potential client the confidence you will deliver on what you promise.
3. Differentiates You From Your Competitors
Let's face it: professional services is a very competitive field. So anything that stands you out from your competition has to be a good thing. If everyone else is too afraid to ask their clients for testimonials - and testimonials offer unique insights into your strengths and the value you bring to your clients - why in the world would you not be using this to your advantage?
In short, by showcasing how others have benefited from your expertise you can differentiate yourself from your competitors and present a compelling case for why you're the best choice.
4. Encourages Word-of-Mouth Referrals
Testimonials not only speak to potential clients but also inspire existing ones to spread the word. When people share their experiences publicly, it often prompts others to talk about their own interactions with your business. This ripple effect can lead to increased referrals and new opportunities.
5. Boost Your Confidence
Let’s be honest: reading glowing feedback from clients is not just good for business—it's good for your mindset. It’s a reminder that you’re making a real impact, even when imposter syndrome tries to creep in.
Bringing It All Together
In today’s competitive marketplace, client testimonials are not optional—they’re essential.
Actively seeking, collecting and showcasing your clients' stories helps you and your firm build trust with potential new clients. They inspire referrals from existing clients. A they help establish a strong personal and professional brand.
It should be a 'no brainer' then that you start collecting testimonials from today.
Unfortunately, many will read this post and do nothing! Which is a good thing for those who do action something. Because you will still be in a very small minority who ask for client testimonials.
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Using Competitor Intelligence Analysis (CIA) to Strengthen Your Business Development Strategy
Understanding your competitors helps you make smarter strategic decisions. Learn how Competitor Intelligence Analysis can strengthen your positioning and uncover opportunities.
Competitor Intelligence Analysis (CIA) is the structured process of collecting, analysing, and utilising data about your competitors. It involves understanding what your competitors are doing, how the market is evolving, and how your business can stay ahead. CIA supports strategic decision-making by uncovering new opportunities, identifying risks and helping you maintain a competitive advantage.
In today’s competitive business environment, integrating CIA into your business development strategy is not just beneficial—it’s essential. But remember, like any tool, it should be used wisely and not obsessively.
In this BD Tips Wednesday post, I take a high-level look at how CIA works and how it can elevate your growth efforts.
The 3 Core Components of Competitor Intelligence Analysis (CIA)
CIA consists of three interconnected stages that form the backbone of an effective business development strategy:
1. Data Collection
Gather insights from diverse sources to build a complete picture of the competitive landscape, including:
Publicly available documents (e.g., financial statements, press releases)
Industry publications and market research reports
Digital platforms such as news websites, social media and online reviews
Surveys, interviews and direct customer feedback
Field observations from trade shows or competitor site visits
2. Data Analysis
Transform raw data into actionable insights by:
Identifying trends, patterns and market signals
Assessing competitor strengths, weaknesses and strategic moves
Anticipating shifts in market dynamics and customer behavior
3. Strategic Decision-Making
Leverage insights to guide your business strategy:
Develop more effective business development and marketing plans
Optimise pricing strategies to remain competitive
Identify opportunities for market expansion or product diversification
Why Is Competitor Intelligence Important for Business Development?
Incorporating CIA into your business development strategy offers significant benefits:
Gain Deep Insight into Competitors: Understand their tactics, vulnerabilities and competitive positioning.
Predict Market Shifts: Stay proactive by identifying emerging trends and potential disruptions early.
Improve Decision-Making: Make informed, data-driven choices that reduce guesswork and increase success rates.
Identify Unique Advantages: Uncover gaps in the market or leverage your strengths to stand out.
Top CIA Tools and Techniques
To effectively analyse your competitive environment, utilise proven CIA tools such as:
SWOT Analysis – Evaluate your company’s internal capabilities and external challenges.
Benchmarking – Compare your performance metrics with top industry players.
Predictive Analytics & Simulation – Use data modeling to forecast market behavior and test strategic scenarios.
Bringing It All Together
When effectively implemented, Competitor Intelligence Analysis empowers your organization to:
Navigate market uncertainty with confidence
Outperform competitors by anticipating their moves
Impress clients and prospects with well-informed, strategic decisions
So, ask yourself: Have you integrated CIA into your business development strategy? If not, now’s the perfect time to start.
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Timeblocking: Mastering your day, one block at a time
Timeblocking is one of the simplest ways to improve focus, reduce distractions and ensure business development activities receive dedicated attention.
I’ll be honest, when I worked in-house I didn’t practice Timeblocking. Since going out on my own though, I’ve experienced the very real benefits that Timeblocking can provide.
So for this BD Tips Wednesday post, I thought I would share with you the wonders of this productivity tool and show why I have become such a big fan!
What Is Timeblocking?
Timeblocking is a proven time management strategy where you divide your day into dedicated blocks of time, with each block focused on a specific task or category of work. Rather than working from a never-ending to-do list, Timeblocking gives each task a defined slot in your calendar.
Think of it as creating a personalised schedule that aligns with your daily client management goals.
Example of a Timeblocked Day:
8:30–9:00 AM – Respond to emails
9:00–1:00 PM – Deep work (no interruptions)
1:00–2:00 PM – Lunch & walk/exercise
2:00–5:00 PM – Meetings (internal and external), calls, business development /pipeline follow-ups
5:00–5:30 PM – Wrap-up and plan for tomorrow
Key Benefits of Timeblocking
Here are some of the many benefits I have experienced from Timeblocking:
1. Boosts Focus and Efficiency
→ Timeblocking eliminates the chaos of the dreaded multitasking. By committing to one task at a time, your brain can focus deeply—leading to better results in less time.
2. Reduces Stress
→ A cluttered to-do list can cause stress and indecision. Timeblocking breaks your day into manageable parts, giving you a clear roadmap for what’s next.
3. Encourages Better Work-Life Balance
→ By intentionally scheduling breaks, personal time and non-work priorities, you can avoid burnout and ensure your personal life gets the attention it deserves.
4. Minimises Procrastination
→ When your calendar tells you what you should be doing, it’s easier to stay on track. Timeblocking builds accountability into your daily routine.
5. Aligns with Your Priorities
→ Have big goals? Timeblocking allows you to allocate dedicated time for high-impact projects, learning and self-care—without them getting lost in the day-to-day grind of daily life!
6. Reduces Decision Fatigue
→ Planning ahead means fewer in-the-moment choices. With less mental load, you can channel more energy into actually doing the work.
7. Improves Time Awareness
→ We often underestimate how long tasks take. Timeblocking helps you become more realistic about your schedule and teaches you to plan smarter.
Tips on Getting Started with Timeblocking
✅ Start small: Focus on blocking time for your top 2–3 tasks each day.
✅ Review and adjust daily: Audit your schedule at the end of the day and make changes as needed.
✅ Leave buffer time: Life happens. Build in space for the unexpected.
✅ Batch similar tasks: Grouping tasks (like emails or admin work) reduces mental switching and boosts efficiency.
✅ Use your favorite tools: Google Calendar, Outlook, Notion, or even a physical planner—pick what works best for you (I use a piece of paper that has the day at the top and the time down the side).
✅ Evaluate regularly: Keep refining your blocks to match your workload and lifestyle.
Bringing it all together
Timeblocking isn’t about rigidity—it’s about intention. When you control your schedule, rather than letting it control you, you create space for meaningful work, rest and growth.
Keep in mind though that Timeblocking is more than just a scheduling technique: it's a mindset shift. By treating time as your most valuable asset (and who doesn’t in professional services!), you can regain control over your day and focus on what truly matters.
Further Reading
Toolbox: How the Pomodoro Technique Can Transform Your Business Development Productivity
Toolbox: The 3-3-3 Method of Time Management to Super-boost your Business Development Efforts
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
How to Build Trust by Delivering Real Value
Trust is earned through consistent delivery of value. Discover how focusing on outcomes rather than transactions strengthens client relationships and business development results.
"People do not buy goods and services. They buy relationships, stories, and magic."
— Seth Godin
Building trust is the foundation of long-term success in business. At its core, trust is built by consistently providing value to your clients, colleagues and partners.
Whether you're a business development professional or lawyer reading this post, demonstrating value in your interactions is key to strengthening client relationships and driving sustainable growth.
In this BD Tips Wednesday post, I explore how to create meaningful value that builds lasting trust.
Why Value is the Foundation of Trust
As Seth Godin says: Value goes beyond products or services—it’s about creating experiences, offering solutions and providing insights that genuinely improve your clients' life.
When you deliver real value, you send a powerful message: “I care about you.”
This simple act triggers a trust-building cycle, making it easier to foster engagement, collaboration and long-term investment in your expertise.
5 Actionable Ways to Deliver Value and Build Trust
Understand Your Audience’s Needs: To provide meaningful value, you must know your audience. Research their pain points, challenges, and goals. Tailoring your advice, solutions, and content to address real problems ensures a higher impact.
Share Your Expertise Consistently: Position yourself as a thought leader by offering actionable insights through blog posts, webinars, workshops, and one-on-one consultations. High-value content not only builds trust but also enhances brand authority.
Deliver Unwavering Quality: Consistency is key in business development. Regularly demonstrating expertise, reliability and excellence—even in small ways—accumulates over time, reinforcing your credibility as a trusted subject matter expert.
Actively Listen and Adapt: Providing value isn’t just about offering solutions; it’s about understanding what your audience truly needs. Engage in conversations, ask for feedback, and be willing to adapt. This approach strengthens relationships and boosts loyalty.
Be Transparent and Honest: Trust is built on authenticity. Being open about your processes, pricing, and even your mistakes fosters deeper connections. Transparency reassures clients that your value is genuine—not just a business tactic.
The Ripple Effect of Providing Value
When you prioritise value over transactions, trust becomes a natural outcome. This, in turn, fuels:
✅ Increased Customer Loyalty: Clients who feel valued are more likely to return and become advocates for your brand, services, or expertise.
✅ Stronger Professional Relationships: Business partners and colleagues gravitate toward those who provide reliable insights and practical solutions, creating new opportunities for collaboration.
Final Thoughts: Trust is a Long-Term Investment
Building trust through value is an ongoing journey, not a one-time effort. By consistently providing solutions, maintaining transparency, and listening to your audience, you create long-lasting connections that drive business success.
Further Reading
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Understanding the Importance of Your Client’s "Why"
Understanding why clients make decisions allows professionals to deliver more relevant solutions and stronger client experiences. Learn how to uncover client motivations.
Clients don’t just purchase products or services—they seek solutions to their problems from trusted providers. To stand out from competitors and build long-term relationships, it's crucial to fully understand your client’s “Why”—the core reason they need your service in the first place.
In this BD Tips Wednesday post, we’ll explore proven strategies to uncover your client’s "Why" and leverage this insight to drive business growth, customer loyalty, and conversions.
How to Discover Your Client’s "Why"
Uncovering client insights takes time, strategic effort, and active listening. By understanding your clients' motivations, you can offer tailored solutions that enhance customer satisfaction and increase instructions. Here are some effective strategies:
1. Engage in Meaningful Conversations
Customer engagement is key to discovering their needs. Use multiple touchpoints like:
✅ Social media (LinkedIn, Twitter, Facebook) – Engage in industry discussions and polls.
✅ Emails & surveys – Ask open-ended questions like:
“What problem are you trying to solve?”
“Why do you choose us over competitors?”
✅ Face-to-face meetings & calls – Build a direct rapport for deeper insights.
2. Analyse Behavioral Data
Track customer interactions to identify patterns in:
🔍 Website analytics – Pages visited, time spent, and bounce rates.
📩 Email engagement – Open and click-through rates.
🛒 Purchasing trends – Preferred services, pricing sensitivity and decision factors.
Using data-driven insights allows you to refine your marketing strategy effectively.
3. Map the Customer Journey
A customer journey map helps you visualize how clients:
🛍 Discover your brand → 🔎 Research options → 🏆 Make a purchase decision → 💬 Engage post-sale
Identify pain points, motivations, and decision drivers to optimize the customer experience.
4. Leverage Reviews and Feedback
Customer reviews and testimonials offer powerful social proof. To maximise their value:
⭐ Monitor review platforms (Google Reviews, Trustpilot, Yelp).
📊 Analyse common themes in feedback to identify trends.
🗣 Respond to feedback to build trust and credibility.
Implementing this feedback strengthens brand reputation and boosts conversions.
Using Your Client's "Why" to Your Advantage
Once you understand your client’s “Why,” use it strategically to enhance marketing, customer experience, and brand positioning.
1. Craft Tailored Messaging
Develop high-converting marketing campaigns that:
🎯 Address client pain points directly.
📣 Use emotional and practical triggers to connect with audiences.
💡 Incorporate SEO-driven keywords to enhance visibility.
2. Enhance Client Support
Optimise customer service based on their "Why":
⏳ If they value efficiency: Offer fast, automated solutions.
👥 If they prefer personalisation: Provide one-on-one interactions and custom recommendations.
3. Foster Long-Term Loyalty
Loyal customers drive repeat business. Strengthen brand loyalty through:
🎁 Exclusive rewards & VIP training programs.
📩 Personalized content.
🔁 Proactive engagement.
Bringing It All Together
Understanding your client’s "Why" is an ongoing process of listening, analysing, and adapting. Consumer behaviors evolve—so should your business strategies.
By consistently refining your marketing, customer experience, and value proposition, you can:
✔ Increase conversions & sales
✔ Build long-lasting relationships
✔ Establish yourself as an industry leader
Final Takeaway: The secret to a firm's success isn’t just selling services—it’s about deeply connecting with your customers and providing real value that keeps them coming back.
Further Reading
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
The Two-Day Rule
Consistency matters more than intensity. The Two-Day Rule helps professionals maintain momentum and avoid losing focus on important business development activities.
If you've been following the BD Tips Wednesday posts to-date, you'll know that business development is as much, if not more, about being consistent with your BD endeavors as it is anything else.
Successful business development doesn't happen overnight. It's more like a daily gym schedule than buying a Hail Mary lottery ticket!
So for this post I thought I would walk through one of my favorite BD Tips: 'The Two-Day Rule'.
What is the 'Two-Day Rule'?
As its name suggests, the 'Two-Day Rule' is a habit-forming principle that recommends you never skip something important - like your business development - for more than two consecutive days.
Tips on how to apply the 'Two-Day Rule' to your Business Development success story
Identify Core Activities: Start out by identifying core activities that drive your Business Development. These can include prospecting, meeting potential clients, attending industry events or engaging on social media. Make a list of these activities and prioritise them based on their importance and impact.
Set Realistic Goals: Understand/acknowledge what you can realistically achieve each day. For instance, if your goal is to grow your network aim to reach out to a select number of people every day of a prolonged period of time (say 3 months). Setting achievable goals that require consistency over time helps ensure you maintain momentum without burning out.
Create a Schedule: The biggest hurdle to implementing a successful Business Development plan is time! Adding the 'Two-Day Rule' into your schedule lets you block-out time for specific business development activities and stick to it.
Stay Flexible: While consistency is key to the success of your business development, it's also important to stay flexible. If an unexpected opportunity or challenge arises, adapt your schedule accordingly. The 'Two-Day Rule' is about maintaining regularity, not rigidity.
Reward Yourself: Who doesn't like a little reward every now and then! So make sure you take the time to celebrate your business development achievements, no matter how small (personally I like to get myself some chocolate from Haig's).
Bringing it all together
Business development is as much about execution as it is about strategy [we l-o-v-e to talk about business development, but we are not so good at actually doing the business development!], so applying the 'Two-Day Rule' can be a real game-changer. While all your competitors are talking, you will be doing!
Remember, the key here is to be consistent. So make a plan, stay committed, track your progres, and remain flexible.
And remember, the brilliance of the 'Two Day Rule' is much the same as a workout at the gym - allowing you to accept you came up short today, but knowing tomorrow you'll need to put in some extra Hard Yards [think Medicine Ball]!
Further Reading
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
The Importance of Being Seen as a Thought Leader
Thought leadership helps professionals build trust, visibility and authority. Learn practical ways to establish credibility and remain front of mind with clients.
An article by BTI Consulting’s The Mad Clientist (‘Did Clients Just Go Sour on Rankings and Directories?’) states that:
Thought leadership now outweighs rankings – especially when forming new relationships.
While we talk often about “thought leadership” in professional services, I’m not entirely sure we understand the mechanics and actualities of what constitutes “thought leadership”.
For a start, if you say you're a “thought leader” chances are you’re not – as only others can pin that tag on you!
So for this BD Tips Wednesday post, I thought I would do quick run through what thought leadership means to me, as well as some ways you might be able to demonstrate your knowledge in such a way as others start to consider you a thought leader!
What is ‘Thought Leadership’?
Thought leadership is the art of positioning yourself, or your firm, as a leading authority in a particular area - industry or field - by sharing (typically for free) valuable insights, expertise, and innovative ideas.
Thought leaders influence their audience through content such as articles, blogs, speeches, books, research and social media engagement.
Key Aspects of Thought Leadership
Expertise & authority: Thought leaders have extensive knowledge in their field and are trusted sources of information.
Innovative thinking: Thought leaders challenge conventional wisdom and introduce new perspectives or solutions.
Content creation: Though leaders share insights through blogs, articles, whitepapers, podcasts, videos, or public speaking.
Engagement & influence: Thought leaders actively participate in discussions, mentor others and drive industry trends.
Authenticity & credibility: Genuine thought leaders prioritise value over self-promotion, building trust through consistency.
How can I display thought leadership?
Many professional firms limit their content strategy to publishing articles on their firm website and stopping there. While this is a good starting point, it doesn’t fully leverage the power of content marketing to attract, engage, and convert potential clients.
To expand your reach and establish your authority as a thought leader, consider adopting the following to your content marketing strategy:
Blog posts: Either via your own blog page or your firm’s (or even both), regularly provide in-depth insights, case studies, and industry updates. From time-to-time offer to guest post on other people's blogs as well.
Newspaper comments and articles: Write a regular column in a reputable newspaper on your area of expertise. You can also become a source of commentary - newspapers are always seeking commentary from industry leaders.
Whitepapers & eBooks: Offer comprehensive research findings, legal guides, and thought leadership content. Look to position both yourself and/or your firm as the trusted authority in that area/field.
Videos: Create a YouTube or TikTok account and make videos that help explain intricate and complicated topics in a dynamic, accessible and easy to consume way.
Webinars & Live Streams: Host real-time discussions, Q&A sessions, and educational webinars – either on your website or via other platforms such as LinkedIn.
Podcasts: Either host your own podcast or provide expert insights on podcasts hosted by others.
Social Media posts: Engage in relevant discussions on platforms like LinkedIn, Instagram, Facebook and X.
Email Newsletters: Share valuable insights, firm updates, and case studies directly with subscribers via email providers such as MailChimp.
Bringing it all together
Thought leaders are recognised by others for their deep knowledge of a subject matter and so have the ability to shape conversations, influence decisions, and inspire others. These are all attributes that will help expand your audience reach and establish credibility in your area – leading to a higher number of requests for assistance and a bigger book of business!
Further Reading
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Legal Directories or Legal Awards?
Legal directories and awards serve different purposes. Learn how to evaluate their value and determine which approach best supports your firm's objectives.
Following a post I made on: '5 Tips to help make your next directory submission standout from the crowd' I was asked the following question:
With limited resources, should our firm prioritize directory or award submissions?
An excellent question.
So good, I thought I would try and answer it in this BD Tips Wednesday post.
The Goal: Brand awareness
When it comes to gaining brand recognition and visibility - for your law firm and its partners/principals - two leading strategies are directory and award submissions. Both have their own unique benefits, so let's take a look at each in turn:
1. Directory submissions
Legal directories are comprehensive listings of law firms and individual lawyers. They provide potential clients with information about legal service providers - including leading lawyers in practice areas and client reviews.
Benefits
Increased Brand Awareness: Being listed in a reputable legal directory - such as Chambers, Legal 500, IFLR 1000, WTR or IP Stars, can enhance your firm's online presence and make it easier for potential clients to find you.
Client Feedback/Testimonials: Most directories have clients feedback/reviews comments. These can be used in Marketing material (such as bids and tenders / capability statements / on your website) to help build trust in your firm's brand and attract new business.
Cons
Cost: Submissions to all legal directories take significant time and input from fee earners. This time is otherwise billable on client matters.
Time-consuming: Submitting to directories is a time-consuming project.
Long lead time: Thinking just because you've submitted to a directory today means you will be listed straight away is naïve. Getting listed in a directory takes time. Like most things, it needs a strategic approach!
2. Award Submissions
Legal awards recognize excellence in various aspects of legal practice. Awards can be given to individual lawyers, law firms, or specific practice areas based on criteria such as innovation, client service, and case outcomes.
Benefits
Prestige: Winning or being shortlisted for a legal award can significantly boost your firm's and it's partners reputation and prestige within an industry and beyond.
Marketing Opportunities: Awards can be used in Marketing materials, press releases, and social media to attract new clients and retain existing ones.
Networking Events: Award ceremonies provide opportunities for lawyers to network with industry peers, potential clients, and referral sources.
Cost: Generally, award submissions are cost effective.
Cons
Competition: The process can be highly competitive and there are no guarantees of winning!
But, which should we do?
The decision on whether to do a directory or award submission ultimately depends on your firm's current brand awareness strategy and goals.
If your firm is looking to improve brand awareness, a legal directory submission might be the way to go.
On the other hand, if your firm's primary goal is to boost your firm's reputation and gain recognition within an industry in the short-term, legal award submission can be a much more beneficial tactic.
The fact is that both play a critical role in enabling your firm's marketing and business development strategy by improving visibility, credibility, and client trust.
In a perfect world, you get to do both.
In an imperfect world: go awards for the short game, and directories for the long game!
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
How Can We Win More Government Work?
Winning government contracts requires more than technical capability. Learn the five critical elements that improve your chances of securing government opportunities.
A cry for help I've heard a couple of times over the past few months is: "𝑯𝒐𝒘 𝒄𝒂𝒏 𝒘𝒆 𝒘𝒊𝒏 𝒎𝒐𝒓𝒆 𝒈𝒐𝒗𝒆𝒓𝒏𝒎𝒆𝒏𝒕 𝒘𝒐𝒓𝒌?". The answer is, there is no simple answer!
Having said that for this BD Tips Wednesday post I thought I would run a few [5] basic things you need to have in place if you want to stand a chance of winning more work from Government - whether that be Federal, State or local.
1. Understand the Procurement Process
First of all, you need to understand the procurement process that particular Government level, agency, department, Owned Corporation (GOC), etc has in place.
This extends beyond whether or not they have a panel in place (hint: most will), but also applies to matter level. For example, is there a monetary threshold over which they need to get more than one, three or five quotes?
In short, if you want to win more Government work, first of all learn how to play the game. You need to:
understand the procurement rules - is it a competitive bidding (RFP/RFT/RFQ) process or can it be a sole-source contracts?
register on the relevant Government tender websites.
get notifications of all relevant tenders being released (you can even pay for this service!).
know the compliance requirements - ISO? What are the minimum insurance levels (public liability / professional indemnity / cyber insurance)? Anti Money Laundering / Supply Chain / ESG compliant?
2. Develop a Strong Value Proposition
Next up, like all things, you need to have a strong value proposition.
Don't think that just because it is Government they are going to give you the work - they're not! Likewise, thinking just because you're a taxpayer means Government owes you something is a doomed to failure strategy!
Government, just like any other client you have, needs to know what you are offering over and above the competition. You need to be able to differentiate your offering from everyone else.
Here, you can focus on your cost efficiencies/value for money, innovation, social impact. These are differentiators Government rewards.
3. Have the right experience...
Again, Government doesn't owe you anything so don't go for work if you don't have at least some experience doing what you say you can do!
Here, you might say you don't have experience acting for Government directly so should you still go for the work? The answer is "possibly", as Government also likes experience acting against Government (provided you agree not to act against them once they become your paymaster 😁).
4. Build relationships
Government procurement rules means that building relationships with Government employees can be a little more tricky than with the private sector. However, at the end of the day, professional services remains a people-to-people business - it's built on a trusted relationship between buyer and seller. While it might be a little more complicated, that doesn't change just because you are dealing with Government employees.
As a result, make sure to:
attend all relevant industry events.
provide [free] training as a value add where it will be warmly received.
leverage off your existing Government connections.
understand who they key decision makers are!
become known as the 'go to' person for Government in your area of expertise.
5. Have a good pitch team!
Last of all, make sure you employ a good pitch team - either internally or outsourced - who understand how Government works and know how to respond to Government tenders. This is a specialist area.
Tip here. A good Government tender writer fully understands the 'D.N.A of a client acquisition' concept and can tailor a response to tick all of the relevant boxes!
Bringing it all together
So the next time you ask yourself how you can go about wining more Government work, check to see if you have ticked all five of the above boxes off.
Further Reading
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
The P | A | S approach to building trust in your solutions
The Problem–Articulate–Solution framework is a simple yet powerful storytelling tool that helps professionals communicate value and build trust with clients.
In his book Persuasive Business Proposals, Tom Sant sets out his P | A | R approach to writing case studies.
Here, P = Problem (set out the problem that needs solving); A = Action (action you needed to take to resolve the problem); and R = Result (self-explanatory).
I like Sant's work a lot and as with most authors whose work I like, I adapt their approach if I think it fits nicely with a business development tactic/initiative.
So for this BD Tips Wednesday post I thought I would introduce you the P | A | S approach to building trust in your ability to solve a client's problem.
The P | A | S approach
P = Problem
First of all you need to identify a problem that your client or target client either has or may have. This could be a compliance issue, the consequences of a change in legislation, etc.
Whatever it is, there needs to be a problem that needs solving.
A = Articulate
Second, you need to be able to articulate what the problem is in a way that your client or target client understands. This means, don't over complicate the issue - follow the KISS approach!
S = Solution
Lastly, you need to provide what the solution might look like. Again, you need to articulate in easy bite-size pieces how your solution will tackle or solve the problem in a way that means the client or target client choses you over your competitors.
Bringing it all together
Now you have a P | A | S structure to evidencing how you can solve your clients' problems, the next time you sit down to write a piece of thought leadership or marketing material, take a few minutes to write down on a piece of paper: "Am I addressing the P | A | S issues?".
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.
Adopt an ‘Outward Mindset’ to transform the relationship – and results - you have with your clients!
The most successful professionals focus on understanding and solving client problems rather than promoting themselves. Discover how an outward mindset improves relationships and results.
If you play Buzzword Bingo, and frankly who doesn’t enjoy a good game of Buzzword Bingo during a long staff meeting, then there are bound to be some standard ‘go-tos’ you have on your playing card. They’ll likely include: Growth Mindset, Collaborative, Innovative, Synergies, Proactive, Blue Sky Thinking, Shared Goals, to name just a few.
One phrase you probably won’t see on your bingo card however is having an "Outward Mindset”. Yet, if you’re truly going to adopt a “client centric mindset” [another contender for the bingo card], then you’ll need to employ an Outward Mindset to help you get there – otherwise it is all mere talk.
But, if this is so important, what do we mean by an “Outward Mindset”?
In order to help answer that, for this BD Tips Wednesday post I walk through a very high-level overview of what an Outward Mindset is all about and why it is so important you apply this type of strategic thinking to your business development activities.
What is an Outward Mindset?
Let's start off with a general definition of what an Outward Mindset is:
An Outward Mindset is a way of thinking and acting that prioritizes the understanding, needs, challenges and objectives of your clients. It’s about expanding your awareness to prioritize the needs of your clients before yours.
If you’re able to do this, the result will be true collaboration with your client leading to a deeper and more trusted connection.
How applying an Outward Mindset will benefit your business development activities
Enhances your client relationships
When you apply an Outward Mindset, the interactions you have with your clients become more focused and meaningful. Instead of seeing your clients as a means to an end in meeting your KPIs, you start to see them as people with their own KPIs that you need to help them achieve. This mindset shift helps build trust with your clients and strengthens your relationships.
Improves teamwork and staff retention
Collaboration is the Holy Grail of any professional services firm.
Applying an Outward Mindset helps to breakdown silos and encourages all of your firm’s principals and employees to align their efforts towards shared objectives.
Also, seeing how their efforts are directly benefiting their clients results in team members becoming more engaged, more motivated. This helps with staff retention – your team really is doing work that matters for your clients!
Improves your problem-solving skills and makes you more innovative!
Being able to see situations through the eyes of others helps improve your problem-solving skills – skills that are critical to the career development of many professionals and what often stands one professional out from another.
Enhanced problem-solving skills can also lead to a more innovate approach to problem-solving. This leads to enhanced creativity.
Innovation and creativity = two crucial client-facing traits that will help stand you apart from your competition!
Tips on how to cultivate an Outward Mindset
Moving from a growth mindset to an Outward Mindset requires effort.
The first step on this journey starts with empathy. Take the time to understand the challenges and aspirations of your clients. Put yourself in their shoes. Ask them open-ended questions and listen actively to their responses.
Armed with this information, think about how you can help your client(s) succeed.
And so now you have started your journey to an Outward Mindset...
Need Help With Your Business Development?
Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.