With markets softening, it’s very likely that client demand will weaken in the coming months. So, many firms are turning their attention back to business development.

If you look to technology to help with business development, Client Relationship Management would seem to be the obvious choice, and your firm likely already has it. According to our survey* of more than 600 small to mid-size professional services firms, 93% do.

But the research also shows several reasons why CRM doesn’t work as a business development solution.

You’re so busy juggling client work it’s no wonder business development often gets put on the back burner. But for many seller-doers, it’s not just having the time to do business development that’s holding them back.  Here are four tips to help and for Developing a Rainmaker Mindset.

As a professional services firm marketer or business developer, one of the many hats you may wear is that of a business development coach. It’s a crucial role and, if played well, can contribute significantly to your department’s success.

At Ackert, knowing selling professional services is much more a marathon than a sprint, we have long been strong proponents of a Systematic Approach for Business Development. Recently we discovered a valuable infographic that supports many of our findings from The Rain Group, a fellow firm that offers sales coaching to professional service firms and several other industries as well.

Addressing the disconnect between the business development team’s (and the firm’s) strategic goals and the seller-doers’ desires requires a culture change that can be difficult to achieve without external resources. That’s why more than 70% of U.S. firms adopt business development training and coaching programs.  

The PipelinePlus Platform offers the perfect tools for capturing pertinent details and prospective opportunities with current clients as soon as they arise.

Based on the 2021 PipelinePlus TRAINER video viewing data of more than 800 users, here are the top three business development topics you should focus on to help propel seller-doers to business development success.

Helping lawyers develop and implement business development plans is one of marketing and BD professionals’ most daunting tasks. However, doing it effectively is the key to a BD team’s success.  

If you’re looking for ideas to take your business development to new levels in 2022, here’s a checklist of tips that will get you well on your way.

PipelinePlus recently presented a webinar. The presenters discussed how taking the right steps is essential whether you are creating a firm-wide strategic plan, a plan for a practice group, or an individual partner.

‘Tis the season for planning and setting goals for the upcoming year. Here are the top initiatives firms are requesting the most from PipelinePlus this budget season.