Business Development

Business Development is a Team Sport (Part 2)

Eventually, I convince most people that working as teams is the best decision you can make to continuously improve your performance. Our research has shown that the willingness to rely on others is the common success factor across all domains. Consistently high performers are open to coaching and sharing the workload with…

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Business Development is a Team Sport (Part 1)

Think back to your last business development training session. It was probably 60 to 90 minutes, consisted mostly of PowerPoint slides, reluctant attendees, and hopefully some free pastries. Afterwards, people are sent back to their offices and asked to go figure out how to apply it on their own. Oh,…

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Execution: You need a CRM Puppy Plan

Many of us as children begged our parents to get us a puppy. We made the case of why we wanted it, what we were prepared to do to clean up after it, how we would be responsible for it, and how this would add to the joy of the…

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CRM: the costs, the case, the plan

As you may have noticed, you woefully underestimated the costs and time spent launching CRM software and strategy. It is our natural instinct to get defensive and try to find some anecdote of a new six (or seven) figure client that materialized simply due to the CRM initiative. They are…

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Gathering requirements for CRM: Ask the Right People

What is the purpose of CRM? It depends who you ask. Marketers want lists, activities, and intelligence. Fee earners want easy access to contacts and to be able to see who knows whom. Management wants to know if the firm is moving in the right direction at the right speed.…

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Identifying the need for CRM: The Gap

A few years ago, I was asked to conduct a workshop on the four stages of building a business case for Client Relationship Management (CRM) software and strategy at a professional services organization. I have been involved with doing so as an in-house law firm CMO as well as from…

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