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Behind the business curve

Andrew Newbury and Ursula Rice ran the business development workshop at Resolution's conference. Here they share their thoughts on how you can increase your practice's top line by 5 per cent

19 April 2013

Lots of things contribute to our inability to develop our businesses in a sustained way. Lack of time, lack of motivation, lack of encouragement, lack of budget. But I really think that any firm, or department or sole fee earner can improve their practice top-line (and that should feed into the bottom line) by say, 5 per cent, in a 12-month period by trying out these ideas.

1) You need to plan

Solution: pick no more than two helpers. Start with " hare brained get rich quick" and arrive at "I love it when a plan comes together". Be creative.

Look at the competition: can you see what they do well? What they don't do well? Websites are a vast source of free information. Define who your new clients will be. Pick some characteristics. It will always be more authentic and resonant with potential clients if you are able to relate to these characteristics on a personal level. Once you've done that, get near them - reach out.

2) Dev...

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