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Blog | Insights - Business Development Advice for Lawyers & Professional Services | Prodonovich Advisory

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Title: Business Development Advice for Lawyers & Professional Services | Prodonovich Advisory

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When The Referrals Stop: 4 Early Warning Signs And How To Fix Them

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 relat...

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WhEN BRW Set The Benchmark For Australia’s Legal Industry

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 c...

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For professional services firms, referrals are the holy grail of business development. After all, potential clients that come via referral are usually already convinced by the quality of your services and ready to buy. That means they cost less to acquire than other clients (ie you generally don’t h...

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