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Title: Business Development Advice for Lawyers & Professional Services | Prodonovich Advisory
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By Sue-Ella Prodonovich | Published March 2026
You've spent hours preparing for a 45-minute talk. You've checked the slides twice. You might even have rehearsed once. And then it's over.
At that point, many professionals walk away thinking: “That went well” - and leave it at that.
That's the missed opportunity.
A speaking engag...
Updated February 2026.
Professional services firms can struggle with client acquisition. You know you should ask for work. But how do you do it without sounding desperate?
Here are seven tested tactics that work for lawyers, accountants and business consultants who want to win new clients without feeling pushy.
These tactics work because they shift ...
Late last year I attended the 2025 Professional Services Marketing Group (PSMG) Conference in London to refresh my Business Development (BD) skills. The conference theme was ‘Thriving In An Age of Continuous Reinvention’ and there was a simple, positive idea to the day’s discussions…
When you moder...
Referrals remain the most reliable source of new work for most professionals. They arrive pre-qualified, they shorten the sales cycle, and they’re grounded in trust.
But trust is delicate. Even your best referral sources can go quiet if you stop paying attention to what keeps those relationships alive.
When I started my consulting business, there was a weekly magazine in Australia called BRW (Business Review Weekly). Each year it published lists of this country’s top accounting and law firms complete with revenue per partner and profit ranges.
Those lists shaped the way firms compared performanc...