Development

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12 Jan: 5 New Year’s Resolutions to Improve Your Firm’s Business Development

Every year we have the chance to start fresh and improve our lives from the year before. It’s why you see so many health and fitness advertisements leading up to and past New Year’s Day. We create resolutions — a firm decision to do or not do something — for self-improvement.

This opportunity for self-improvement and goal setting doesn’t just apply to individuals, though. Businesses can also seize the opportunity, motivating their teams to reach higher goals than ever before. And in an area like business development, these resolutions can mean big business results.

If your business development team is…

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11 Jan: Client Retention: 7 Best Practices and Strategies That Foster Loyalty

Loyalty is one of those rare qualities that cannot be replicated. It is someone’s ability to stay faithful or committed to a person, place, or thing. In business, loyalty means having clients that will only come time and time again to your firm for help – they won’t even think of going elsewhere. You can see how loyal clients are a business asset that you should strive to create.

Knowing this, a lot of firms must be focusing on growing client retention, right? Wrong.

Only 18% of businesses focus on client retention and 44% focus on client acquisition. Unknown…

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09 Jan: Andy Dufresne’s Guide to Business Development for Accountants

It isn’t often that you can receive valuable business advice from Hollywood, let alone from an alleged murderer. But Andy Dufresne from “The Shawshank Redemption” can offer plenty of business development tips for any accountant or financial services firm.

If you aren’t familiar with the film, “The Shawshank Redemption” follows Andy Dufresne, a successful banker who is found guilty for murdering his wife and her lover, despite his insistent claims of innocence. As a result, he is sentenced to life in prison at Shawshank State Penitentiary and is forced to adapt to life behind bars.

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02 Jan: Business Development Dream Team: 3 Types of People You Need

Good business development teams are hard to come by. Great business development teams are even
more rare. To stay on top of prospects and close deals that keep your firm growing and prosperous, there are a number of skills each team member needs to have. From excellent communication skills to expert negotiating tactics, business development professionals need to have it all. And they need to be able to work together to bring in more business.

But how can you be sure that your firm has the perfect business development team? What kinds of people do you need on the…

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14 Nov: 11 Experts Share How to Master the Art of Relationship Intelligence

With 84% of buyers starting the buying process through a referral, it is more important than ever to have strong and lasting client relationships. Salespeople no longer have the first interaction with leads, prospects are instead led to firms through existing client relationships and recommendations. This makes it critical that your sales and business development teams are developing and maintaining strong relationships with their clients.

So how can you help level-up your business development team’s relationship game?

Relationship intelligence is the ability to organize and analyze all of your firm’s client relationships in an actionable and digestible way. It paints…

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07 Nov: The Value of Relationship Intelligence Automation With Brent Leary

In today’s marketplace, business development teams need to be on top of their relationships now more than ever. With over 84% of buyers beginning their buying process through a referral, client relationships are now the driver of new business. The pressure is on for business development and sales teams to develop and maintain strong client relationships.

As relationship intelligence automation expert Brent Leary shares, this traditionally takes salespeople an enormous amount of time. So how can firms help their business development and sales teams create strong relationships without sacrificing so much valuable time?

According to our trusted expert, Brent, the…

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12 Oct: Join Us at Dreamforce!

The industry’s most-talked about CRM event is right around the corner. November 6-9, Dreamforce will be dominating the scene in San Francisco. If like us you’re planning to be one of the 100,000+ in attendance, plan ahead to work out your session list and networking plan. To ease the pain of choosing from over 2,700 sessions, Salesforce Einstein is at your service. Based on historical Dreamforce data and your interests, it will recommend sessions to attend.

In previous years at Dreamforce, we unveiled our newest data automation and CRM data science functionality. This year, we’ll be hosting intimate get-togethers with…

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05 Oct: 4 Ways Law Firms Can Build Up Their Business Development Practice

More and more so, business development is becoming a strategic focus as law firms look for ways to survive and thrive in an ever-changing and increasingly competitive market. Dave Kuhlman of Axiom Consulting Partners knows this well. With over 20 years of experience, Dave has worked with some of the leading professional firms in the world, improving collaboration and motivation, addressing strategic challenges and generally helping them continue to evolve competitively. We interviewed him to glean insights into practical steps law firms can take to harness business development to move their businesses forward.

Embrace a Generous Mind-Set

According to Dave, not…

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21 Sep: The Biggest Disruptors Are Those That Are Customer Centric

Each day in sales and marketing news, it seems like there’s a new article on technology and disruption. It’s the claim of these articles that technological innovation has disrupted yet another entrenched, dominant corporation’s majority share of the marketplace. The most common technology disruptors included in the lists are Netflix, Uber, Amazon, and others like them.

But is technology really the cause for the downfall of major companies? We don’t think so.

While technology is certainly a huge component, the true disruption to businesses is not investing enough time or resources in improving the customer experience. Not being customer centric…

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20 Sep: 3 Secrets to Legal Business Development with Joe Przybyla

The state of legal marketing and business development today is still evolving. Considering the fact that Chief Marketing Officers have only appeared in law firms over the past 15-20 years, it’s safe to say that marketing and business development is still relatively new to the legal world. But that doesn’t mean they can continue to ignore it.

According to Joe Przybyla, Introhive’s new legal marketing expert and Regional Sales Director, it’s the greatest reason for law firms to embrace it—they are far behind the curve when it comes to attracting new business. And in a compressed marketplace where clients want…