We recognize that relationships drive revenues. Building a cross functional client program focused on developing strong, long-term relationships with contacts in target companies will grow revenue. “The key to creating a lasting strategy and thus customer loyalty, is to have the processes and procedures in place to be consistent.” Delivering well on your client commitments [...]
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So far Shari has created 4 blog entries.
Unfortunately, it is still a widely-held belief that marketing departments in professional services firms are cost centres - a group of people who put on events and make documents looks pretty. How do we shift this mindset? First, let’s dispel the myth, perpetuated by many, that marketing and business development is the same thing. It’s [...]
Shari Robinson and Samantha Graveney were recently published in SLAW, Canada's online legal magazine. Their article provides for ways in which firms can execute on a client-centric strategy. My colleague Shari Robinson and I met for coffee recently and, inevitably, we spent some time talking shop about client and business development efforts in law [...]
I've heard both sides of the retirement argument: mandatory and elective. It's a tough call for professional services firms. However, whether your firm has mandatory or elective retirement, the biggest risk to a firm’s bottom line is succession planning and specifically, transitioning clients. Oftentimes, due to the success of a firm and the longevity of [...]