Tag: business development

  • Lawyers – ask why they buy, not why they didn’t

    —

    by

    Intelligent Challenge
    in

    Have you ever thought about the reason people choose to buy legal services from a particular firm? Sure, if you’re a lawyer in practice (or a business development professional at a law firm) you may have spent some time debriefing why you lost a tender, but have you actually talked to some clients to find…

  • The future of law firm sales?

    —

    by

    Intelligent Challenge
    in

    Inspired by a recent dialogue on Twitter between Mike Ames (@Mike_Ames_Flair) and I (@intchallenge), I was struck by the similarity of some of our messages to law firms on the thorny subject of sales (talking about “client development” is much easier…). After posting some linked blog posts, we decided it was time to experiment with a…

  • Presentation Shock and Awe

    —

    by

    Intelligent Challenge
    in

    Ever sat through a truly awesome presentation? Seen one on TED?   What about during a law firm pitch?   As a reader of this blog, you’ve probably had some experience of pitches. Been on the receiving end? Starred in one? Orchestrated one? Been shoved in one at the last minute as a “subject matter…

  • Smarter business development?

    —

    by

    Intelligent Challenge
    in

    One of my former commercial colleagues from corporate life was telling me the other day about an analysis they did of their business development spend. A huge proportion of their annual budget went into the team that responded to RFPs (requests for proposals) and yet their win rate for these opportunities was actually very low.…