Category Archives: Business Development

Grow a profitable law practice with “zero sum business development days”

There is no doubt, in the current climate, that law firm business development and marketing activities are frustrating. This should not, however, deter you from the bigger picture – having a successful and profitable law practice. Fortunately, law firm business … Continue reading

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The sales funnel is dead, long live the value champions!

A rather interesting post was made to the Harvard Business Review website overnight (Australian time) highlighting why marketing personnel could no longer entirely rely on the sales funnel (“Marketing can no longer rely on the funnel“). This article sums up … Continue reading

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The increasing use of competitive tenders in Asia

When I first started working in Asia a little over 18 years ago, competitive tenders and tenders for panel appointments among Asian clients were rare. Sure, the big global corporates and financial institutions had panels in place which needed to be … Continue reading

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5 tips on growing a practice in Asia

Like many, I was interested to read last week that PTT Exploration and Production (PTTEP) – the exploration and production affiliate of Thailand’s state-owned energy company PTT – had bought Hess’ Thai assets for $1bn. What spiked my interest in this deal was the fact … Continue reading

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The possible impact of yesterday’s KAFTA on Australia’s infrastructure sector

Hot on the heels of signing a free trade agreement (FTA) with Japan the day before, yesterday Prime Minister Tony Abbott formally signed the Australia Korea Free Trade Agreement (KAFTA) with his South Korean counter-part President Park Guen-hye. Although the … Continue reading

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