Business Development Metrics

So many professional service firms we meet bemoan the track record of most of their folk in developing new work and new clients in attractive niches. More than occasionally a practice leader confides that their technically competent team knows only how to “feed on the carcasses I kill” or “live like a leech on me”.Want things to change?Well remember the management consulting mantra is “if you can’t measure it, you can’t manage it”.What gets measured attracts attention. If you want more of a particular behaviour or contribution, make sure you notice it, then recognise and reward it. Make heroes of those who do business development effectively. All tough to do, except anecdotally and sporadically, without tracking and dimensioning performance.Here are some business development and client relationship metrics worthy of measurement, they will help you notice what matters.Client relationship management:
o fees under management, exclusive of personal billings – that is, contribution to client retention and development beyond personal fee benefit
o fees under management, outside personal billings and own workgroup – that is, contribution to management of client relationships outside direct workgroup under supervision
o fees under management, outside personal billings, own workgroup, and practice group – that is, relationship management value contributing to the rest of firm and indicative of spread of fees and services.These are relatively easy to measure.You may not track the data for others, but it’s worth doing if you want to dimension and reward – then get more – new business.Client development – new business:
o new clients introduced/sourced – fee value this year, fee expectation next two years, fee potential next two years
o new work/types of matters from established clients – fees relating to classes of business not previously sourced from this client – fee value this year, expectation next two years, fee potential next two years
o win-backs – that is work won back from key competitors – value of current year fees, expected next two years fees sourced from named competitors
o new services selling – that is current year fees and expected next two years fees from new services availed by both established/new clients in target areas.Activity emphasis achievement:
o tracking current year fees and expected next two years fees deriving from specific “emphasis” services – for instance, if environmental law is one of/the agreed service emphasis for next year, fees relating to that activity.Too often, in our quest for objectivity, we measure only that about which we can be absolutely accurate and precise. However, we can get a quantitative handle (not to mention all the qualitative indicators) on aspects of performance which matter as much – and sometimes more – than the readily accounted and measured.From a financial forecasting and future strategic health perspective, these metrics can be useful. To manage and promote business development and fee formation, these measures will help you establish contributions of an individual.Just as a direct, current contribution to the financial health of the firm matters – measured through fees and other items – dimensioning individual and practice group contributions to business development and strategic success matters.

Selecting the Best Contractor For Your Home Improvement Project

Maintaining or renovating a home can be a very daunting task for most people. However, after all the hard work and investment in time and resources you have allocated for a home improvement project, the satisfaction of seeing a superbly crafted home that you can call your own can be priceless indeed. Such is the importance of choosing the best and most qualified contractor who is knowledgeable and capable enough to turn your vision into a remarkable work of art.When choosing a contractor for repairs or renovations for your home improvement project, it is vital that you first acquire all the important information about a particular contractor before ever committing in getting their services. You need to make sure that they are capable of performing all the inclusive work, including customized builds and improvements that you would want your home to have. To get all these pertinent information, you should ask your contractors a strategic set of questions designed to extract all the data that you will need. To help you start in this direction, you should ask the following set of questions:* Does the contractor have the appropriate knowledge and experience with the type of home improvement project that you have in mind?According to recent information from the industry, approximately 80 percent of contractors and builders are knowledgeable and are adequately trained in the latest construction and building techniques. However, even though they may have the training with these new techniques and the certifications to show for it (ex: techniques in energy-saving green building technologies, etc), their actual experience may have just been picked up or even achieved as they work on new projects. On some cases, the home renovation projects may involve a historic home with irreplaceable artifacts or sections. A contractor may not have the expertise in dealing with such a home nor could they match the craftsmanship involved with these historic masterpieces.* Is there an existing relationship between your contractor and architect/designer and have they worked together on a project before?For your home improvement project, you may take on the services of some of the best architects and interior designers in the whole of Massachusetts. To complement the expertise of these professionals, it is but proper to also get the services of the best contractors for the project. In such cases, it would be best to choose a contractor whom your architect or designer knows. They may be aware of the track record of these contractors and may be comfortable working with some that they can identify. With such arrangements, you can be assured of a timely completion of your project and in the manner that you envisioned it to be.* When you inquire something about the project, does the contractor communicate well with you?It is a normal thing for homeowners to ask something about a home remodeling project from their contractors. However, if all you get is a hasty answer without much details and it would appear that they want you off their faces, then be careful of such contractors. A good contractor should be receptive of the needs of their clients and should be ready to discuss every detail of the project should you ask for it.* Is the contractor experienced in working with your kind of home?A commercial construction is different from a home construction in terms of details and even on building and safety codes. The contractor should be adept in the type of home that you have, otherwise they might turn your priced possession into their laboratory for trial-and-error building methods.* How fast can the contractor start and how soon can they complete the job?Finding the best contractor is one thing, but having them start on your home as per schedule is another. You might be at the end of a long list of clients and would have to sit it out for months on end. You should weigh the urgency of having the work done as soon as possible or getting the services of the best contractor that you can get.* Is there a guarantee for their work after completion?A competent contractor will give you the assurance of an excellent renovation or repair work and will provide you with a guarantee on the work done. They should be confident enough of the quality of their work and give their clients the assurance that they need.Conducting a one-of-a-kind home improvement project for your Massachusetts home entails the best services from the best professionals available for the job. Taking a few extra moments in checking out your contractors before hiring them can spell the difference between a disastrous undertakings or a magnificent work of art you can call your home.

Treat Your Food and Drink Allergies

Certain food and drink allergies can make you very uncomfortable in few situations, keeping you always suspicious of what you are about to eat or drink. This can affect a human in a many different ways. Just think about it! How easy it is to have the same food every day you are already bored with? Well let me give you a clue, ”It’s NOT Easy.”Even worse factor is, in some of the cases when you were able to enjoy a certain food or drink, but in the meanwhile you have developed an allergic reaction to it. It surely is very unpleasant to hunger after a certain food and to resent it at the same time because you anticipate the disagreeable effects it will have on you.Food and Drink sensitivityThe way you get allergic reaction is when a specific enzymes in the product you are having can not tolerate some chemical or natural substance of it.The main symptoms are: gas, constipation, diarrhea, IBS, skin rash, headaches, and cough.From another point of view, allergy is an immune response to some allergens, or food proteins that generate the allergy, and has a partially different symptomatology: soft tissues (tongue, lips, eyelids, etc.) swelling lesions itches vomiting culminating anaphylactic shock.Most common Food generating allergies include milk, eggs, seafood, shellfish, peanuts, tree nuts, soy, and wheat.Aloeride effectivenessNow there is a easy way to regain the possibility of using food and drinks banned for long time from your diet. Few cases reports an increased tolerance to substances you could never even think to ingest again after undergoing terrible reactions to them. The fact that Aloeride performs on the immunity system guarantees that allergic reactions, as immunity responses to some mixtures found in food or drinks, can be dealt with. Using Aloeride for drink or food allergies doesn’t really mean you should go and grab everything you had allergy before with. It would be really irresponsible from your side, however Aloeride may actually surprise you, it offers you an opportunity to learn simple things like rightfully appreciated food, especially after a period of constant prohibition and frustration.