Grow Your Practice - the client-centered approach to business expansion

We've not met many firms that did not want to grow their business.  And why not?
Sadly, here's the bad news:

"Just because you have a legal right to exist - you have no legal right to the support from clients required to sustain your existence..."

...John Wilmshurst, The Fundamentals and Practice of Marketing, 1st Ed. (1973) Butterworth Heinemann.

John's quote is worth re-reading.  Made over 4 decades ago - but just as relevant when Mac and John collaborated on their 4th Ed. (2002) and onwards to today.  Perhaps it is still more pertinent in these recessionary times? Here's how you win that 'client support'...

First, recognise 'marketing' is a 'management function'

Which means...

• Don't be skillful in making a client suit the interest of the practice...

          - be skillful in convincing and then making the practice (i.e. its people) do what suits the interests of the client.

• Make sure you have the right people with the right skills to do the right job...

          - which is one area where we specialise: job descriptions, management structures, staff audits, appraisals, etc.

A Professional Management Approach to Marketing your Practice starts here

The essential first step in developing the business of your firm is not:

• A glossy brochure
• 'Bells and whistles' web page
• Short-term cost cutting

But...