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Julian Midwinter & Associates
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Julian Midwinter & Associates's posts

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Professional services bids, tenders and proposals are tough (and getting tougher), not least of all because you are up against many other firms, each of which has experts as qualified as yours, who have practised for as long as yours have, and who deliver the same expert services for the same type of clients as yours do.

All else being equal, a well written, client focussed response is a must. So forget about pages and pages of unsupported statements about your firm’s greatness, and instead make the case for how you will help your [prospective] client. This applies to unsolicited proposals and capability statements as well as to formal requests for tender.

Read on here: http://www.julianmidwinter.com.au/2016/03/how-to-make-your-proposal-client-focussed/

#professionalservices #marketing #businessdevelopment #writingtips

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Much has been written about Millennials in B2C as the most educated, tech-savvy, connected, thrifty, and socially and environmentally conscious. However, little has focussed on B2B – this is about to change, and needs to. Read how: http://www.julianmidwinter.com.au/2016/03/the-emerging-and-powerful-buyer-in-b2b/

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Proper planning, organisation, shared accountability, and a sense of urgency is a must if you are going to produce a compliant and competitive bid, on time. Learn how to break your bad bid habits: http://www.julianmidwinter.com.au/2016/02/breaking-bad-bid-habits/

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What activities and approaches should be in your professional services firm’s marketing and business development toolkit for 2016?

Download our handy infographic which compares old and new tools.
http://www.julianmidwinter.com.au/2016/02/marketing-and-business-development-toolkit-for-2016/
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Will evaluators react to your tender, bid or proposal with TL;DR (too long; didn’t read)? Read on here: http://www.julianmidwinter.com.au/2015/12/will-your-tender-end-up-in-the-too-long-didnt-read-pile/

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Nearly 2/3 of Australasian law firms don't have formal processes in place to measure client satisfaction even though it's a win-win-win situation. Read more: http://www.julianmidwinter.com.au/2015/09/measuring-client-satisfaction/
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For many firms, digital lead generation is really the smartest business development investment to pursue. But it is not right for all firms. Is it right for your firm? Read more here: http://www.julianmidwinter.com.au/2015/09/is-digital-lead-generation-right-for-your-professional-services-firm/ #digitalmarketing    #businessdevelopment   #leadgeneration  
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How are Australasian law firms winning work in a digital world? Find out! Participate now in the ALPMA/JMA marketing and BD benchmarking survey: http://www.alpma.com.au/Research/marketing-business-development-benchmarking.
All participants will receive a free copy of the results.
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Eat your way to success? This idea is not as ridiculous as it sounds. People usually eat three meals a day, and these occasions offer you a great opportunity to leverage your networks.


You could potentially meet with 15 clients in a work week, based on arranging breakfast, lunch and dinner with a different contact. Clearly, this would be overkill, but committing yourself to one engagement a day will have a dramatic impact on the amount of new work you can generate.


That’s up to 250 potential new sources of work for you, each year.
Read on here: http://www.julianmidwinter.com.au/2015/09/eat-your-way-to-success/
#businessdevelopment   #marketing  
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