Development

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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…

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19 Sep: What is Relationship Intelligence Automation?

Ask any successful business professional what it takes to build a sustainable business and they will tell you the key is cultivating and developing relationships with potential and existing clients. With so much riding on the relationships between businesses and their prospects and clients, it makes perfect sense that so many organizations have adopted Customer Relationship Management (CRM) software. But CRM on its own does not fuel the interactions that take relationships to new levels and make them pay off. Why CRM Falls Short CRM works perfectly well for the task it was designed to handle: managing a company’s interactions…

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14 Sep: 5 Trends That Will Shape the Future for Business Development

Depending on the state of your business and industry, you may be looking to sustain your current growth rate or bounce back from your losses. But growing a business takes significant strategy to ensure you’re nabbing quality, lasting clients that take your business to the next level. And today’s frequently changing business landscape can upset the applecart. If you want your business to stand the test of time and sustain success, you’ll need to adopt leading industry and consumer trends. To help you form your business development strategy, let’s dive into five trends that will shape the future of business…

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17 Aug: How to Make a Convincing Business Case for CRM at Your Firm

You know that organizations adopt customer relationship management (CRM) systems with good reason. CRM systems are the conduit to better understanding your clients and their specific needs. And that positions you to properly align the right people with the right accounts. Just as important, a CRM system captures invaluable details about prospect relationships, such as who within your firm knows the prospect and what conversations they’ve had to date. Simply put, the information stored in your CRM system can equip your firm to more effectively pursue new business with both existing and prospective clients. With so much to gain from…

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10 Aug: 7 Ways Accounting Firms Can Thrive in a Changing Landscape

Like every other accounting firm, yours is likely under growing pressure to transform the way it interacts with clients. From the use of client-facing and internal technology to positioning your firm through differentiation, the way we do business is changing. It doesn’t help that the market feels saturated, considering the nearly 1.25 million accountants and auditors in the United States. That makes it difficult to stand out. Yet that is exactly what your firm must do to survive and thrive. Here are opportunities to do just that. 1. Develop Deeper Relationships At any given moment, about a third of accounting…

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09 Aug: Can CRM Help Your Firm Grow? Research Says Yes – and Here’s How

While many elements factor into business development, many firms are finding that customer relationship management (CRM) software is playing a key role. That’s because business development today requires more than prospecting and making cold calls. In fact, these days, firms increasingly drive new business – both from existing and new clients – by developing and nurturing relationships with key influencers and decision makers. CRM software can enhance these efforts. Research shows that organizations can expect to see ROI of $2.50 to $5.60 on every dollar invested when CRM is properly integrated. Moreover, it’s been shown to significantly improve lead conversion,…

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08 Aug: Is CRM Automation the Missing Link in Your Marketing and Business Development Departments?

Sophisticated organizations call upon both marketing automation and CRM systems to power their marketing, business development, and sales efforts. However, many organizations overlook an easy way to amplify the impact of these technologies. Read on to understand how CRM automation serves as the linchpin of modern B2B marketing and business development departments. What is CRM Automation? As the name implies, marketing automation is designed for use by marketers. Customer relationship management (CRM), on the other hand, is usually the system of record for sales teams. In most organizations, it’s used to capture and manage an organization’s information about prospects and…

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03 Aug: Terry M. Isner Shares Expert Advice on How Law Firms Can Succeed With Business Development

Business development is essential for any law firms with growth as a goal. One person who understands this well is Terry M. Isner is CEO and owner of Jaffe Associates, a multiple LMA Your Honor Award recipient and one of LawDragon’s “100 Legal Consultants You Need to Know.” Calling upon his vast experience crafting innovative approaches to law firm marketing and PR, he shares his advice on ways law firms can succeed with business development. 1. Why is sharing information critical to business development success? Terry: As children, we are taught that sharing is caring. It’s a lesson well learned and…

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02 Aug: Build Your Accounting Firm with 7 Ideas from Leading Accounting Firm Business Development Experts

Whether you work for a massive firm or a one-person practice, your revenue potential is limited only by the new business you can bring in or your bandwidth to handle the work. For those looking to thrive and grow, the key is to continually drive new business your way. Put these seven tips from the experts into practice and that will soon be the case. 1. Nurture Client Relationships According to best-selling author Ramon Ray, one of the biggest mistakes accounting firms make is failing to wow the client once the initial engagement is complete. According to Ramon, “Firms should not…