Business development

Business development is is the creation of long term value, however, it is often misunderstood and confused with marketing or sales. Marketing, sales and business development are separate disciplines that work together.

Many firms are are struggling to keep up with the continuously changing business landscape, or even to enter the arena; and some, are stuck in the old ways of doing things, side stepping innovation and the opportunity to be cutting edge. However, firms that recognise and implement business development practices, are able to push their firm and practice forward and maintain competitive edge.

We help our clients achieve their business goals by optimising existing resources and augmenting these with innovative strategies and our proven methodology to deliver superior outcomes. We challenge the norm, guiding and supporting our clients through the unknown, to unlock business opportunities and develop winning practices.

We do not believe in short term marginal gains, preferring to steer our clients towards strategic efforts that yield;

A strong and defined market position

New opportunities and growth in market share

Lasting and profitable relationships with clients

Positive brand awareness amongst clients, prospects and peers

Due to the increasingly competitive markets in which firms and businesses operate, strategic business development is becoming more relevant.

Pivoting from opportunistic business development or marketing led techniques to more strategic business development is key to generating positive trending revenue and profitability. Being strategic in your approach to business development generates tangible and measurable results which translate into improved profitability and new revenue. To be ahead of the game means to develop and implement strategies that align all aspects of business development to work in synergy.

Marketing, a tactical tool

We use various marketing vehicles to manipulate the market�s perception to enable effective and optimised business development. How a firm is perceived in the market is crucial to generating revenues and maintaining strong profitability. Autem uses marketing strategically to break down boundaries between prospective clients and your firm, helping our clients develop relationships with potential clients in a credible way. This not only improves any return on investment, but creates an operational efficiency and bolsters business development effectiveness.

We work with firms to build on their credibility using branding, marketing, and PR, so that all business development is aligned towards generating increased business across the whole firm.

We call this the �multiplier effect� as the impact is made across the entire organisation.

Profitability and revenue

We work with firms to help them establish long term value relationships with their existing clients and assist them in identifying and strategically developing new business opportunities. This includes identifying prospective clients, and strategic alliances.

Unlike sales, which is transactional, business development is relational, thus it is crucially important law firms implement effective client and prospect management strategies to enable them to effectively navigate their relationships to generate the desired outcomes.

The role of your business development team, whether outsourced or inhouse, is to create long term value. That means improved profitability, generating strong revenues and identifying opportunities for growth.

Our approach is to help firms secure their clients and safe guard revenue from competitors. We deploy several types of strategies to do this. By actively managing existing client relationships, we optimise our client retention ratios.

New business development

New business development involves managing systematic touch-points and understanding what your prospects really want from their service provider.

When these touch-points are not managed, momentum is lost and often with that, so is the opportunity.

Autem consultants are trained in managing relationships with all stakeholders. We help our clients to convert prospects to new clients, and to deliver a service that their clients want to receive.

Strategic business development seeks to enable conversations. We have our own strategically devised methodology which enables conversations for the professionals we work with. Our formula has enabled our clients to connect to prospects and peers, converting cold prospects into good clients, and this has directly contributed to their bottom line.

Business Development

We do not believe in short term marginal gains, preferring to steer our clients towards strategic efforts that yield;