The BD Ladder

The BD Ladder A business development (sales) consultancy focused on growing B2B and professional services firms.

Most lawyers take client requests at face value.“Help me grow revenue.”“Help me win more work.”“Help me solve this issue...
15/05/2026

Most lawyers take client requests at face value.

“Help me grow revenue.”
“Help me win more work.”
“Help me solve this issue.”

But those requests are rarely the full picture.

What clients really want sits underneath that—and unless you take the time to understand their “why”, you risk solving the wrong problem.

The lawyers who stand out are the ones who go deeper.
They ask better questions.
They challenge assumptions.
They uncover what actually matters.

That’s where real value is created.

I’ve shared a quick take on this in the video below:

🎥 Watch here:
https://youtube.com/shorts/9K3-F36A6dU?si=NiMXjFGbn9QbkHnF

Most consultants assume clients want more sales or revenue, but their true desires are often different. It's crucial to understand a client's 'why' to achiev...

“Can you offer a discount?”It’s a question most professionals face—and one that can be difficult to handle in the moment...
07/05/2026

“Can you offer a discount?”

It’s a question most professionals face—and one that can be difficult to handle in the moment.

The instinct is often to say yes, just to keep things moving or protect the relationship.

But over time, that can undermine the value of your work.

In this video, we share some practical ways to approach these conversations differently—so you can:
• Respond with confidence
• Communicate your value more clearly
• Avoid giving away margin unnecessarily

If you’ve ever found pricing conversations challenging, this is well worth a watch.

🎥 Watch here:

Are you tired of clients asking for discounts and not knowing how to respond? In this video, we will provide you with valuable sales coaching and business de...

Most lawyers are trained to respond quickly, fill gaps, and keep conversations moving.But one of the most powerful techn...
23/04/2026

Most lawyers are trained to respond quickly, fill gaps, and keep conversations moving.

But one of the most powerful techniques in client conversations is actually the opposite:
knowing when to stay silent.

When you resist the urge to jump in, something interesting happens—
clients start to fill the space. They expand. They share more than they initially intended.

And that’s often where the real insight comes from.

I’ve shared a quick 30-second take on this in the video below.

🎥 Watch here:
https://youtube.com/shorts/JSwI7vGlMpo?si=prhB9F1lwCsq9OLz

1 like. "Lawyers Missing This Simple Tactic "

What are the most important business development and marketing trends for professional services firms in 2026?To find ou...
21/04/2026

What are the most important business development and marketing trends for professional services firms in 2026?

To find out, we asked BD and marketing leaders from around the world to answer one simple question:

“If professional services firms focus on just one BD or marketing trend this year, what should it be — and why?”

In this video, leading business development and marketing professionals from across the global professional services sector share their insights on the trends that firms should prioritise to grow, win more work, and strengthen client relationships.

If you work in business development, marketing, or leadership within a professional services firm, these perspectives will help you focus on the strategies that matter most in the year ahead.

You’ll hear insights on topics such as:
• Business development strategy for professional services
• Marketing trends shaping law firms and advisory firms
• Building stronger client relationships
• Differentiation and positioning in competitive markets
• The evolving role of BD and marketing teams

This collaborative video brings together perspectives from across the global BD community, providing a snapshot of what leading professionals believe firms should prioritise now.

What are the most important business development and marketing trends for professional services firms in 2026?To find out, we asked BD and marketing leaders ...

Finding time for business development is something almost every lawyer struggles with.It often feels like something you ...
20/04/2026

Finding time for business development is something almost every lawyer struggles with.

It often feels like something you need a whole afternoon (or more) to do properly.

But what if that wasn’t the case?

What if you could make real progress in just 18 minutes a day?

In this video, we share a simple way to approach BD using three small, focused actions—helping you stay connected, build relationships, and create more opportunities over time.

It’s practical, realistic, and easy to apply.

🎥 Watch here:

7 likes, 2 comments. "18 Minutes Daily Gets You More Meetings"

Most professional services firms are focusing on the wrong things in 2026.We asked BD and marketing leaders from around ...
13/04/2026

Most professional services firms are focusing on the wrong things in 2026.

We asked BD and marketing leaders from around the world one simple question:

👉 “If you could focus on ONE trend this year, what would it be?”

The answers were surprisingly consistent—and a few may challenge how you’re currently thinking about growth, clients, and differentiation.

In this video, you’ll hear perspectives on:
• What’s actually changing in BD for 2026
• The marketing shifts law and advisory firms can’t ignore
• How to stand out in increasingly competitive markets
• What “good client relationships” really look like now
• Where BD and marketing teams are heading next

If you’re in a professional services firm, this is a quick way to pressure-test your strategy for the year ahead.

🎥 Watch here: https://www.youtube.com/watch?v=_Qp5QJQUqXw

So—what do YOU think will be the biggest BD or marketing trend in 2026?

What are the most important business development and marketing trends for professional services firms in 2026?To find out, we asked BD and marketing leaders ...

What does it actually take to become a better business adviser?For many accountants and professionals, the shift from “t...
13/04/2026

What does it actually take to become a better business adviser?

For many accountants and professionals, the shift from “technical expert” to “trusted adviser” isn’t always straightforward.

This article from Acuity Magazine outlines some practical ways to make that transition through focusing on things like better communication, stronger client relationships, and developing real commercial insight.

Because ultimately, clients don’t just need answers…They need guidance they can trust and act on.

If you’re working with clients and looking to add more value, this is well worth a read:

🔗

From AI systems to communication skills, here’s what to consider if you’re expanding your accounting practice to include advisory services.

Our next Networking Training for Professionals course is now live and happening on 12 February — and the Super Early Bir...
11/12/2025

Our next Networking Training for Professionals course is now live and happening on 12 February — and the Super Early Bird rate is available for a limited time.

If you want to kick-start 2026 with stronger, more effective networking skills (without the awkwardness!), this session will give you practical tools you can use immediately.

Whether you’re looking to build confidence, grow your connections, or simply get more from your conversations, this course is designed to help you do just that.

🔗 Check out all the details and secure your Super Early Bird spot here: https://www.eventbrite.co.nz/e/networking-training-for-professionals-tickets-1976787148575

This session provides practical tips, in a safe environment, to help build and refine essential networking skills for professionals.

🌐 Search is changing fast — is your firm keeping up?With AI now influencing what clients see and trust online, your firm...
20/10/2025

🌐 Search is changing fast — is your firm keeping up?

With AI now influencing what clients see and trust online, your firm’s digital presence needs to work harder than ever.

That’s why The BD Ladder and have partnered to launch the AI-Ready Digital Presence Suite — designed to help professional services firms rank in both human and AI searches.

We’ll optimise your website, strengthen your content strategy, and build your online credibility so you’re visible where it matters most.

👉 Learn more: https://www.bdladder.com/ai-marketing

https://www.youtube.com/watch?v=JmZ7K3XOAOk

Search is changing — and AI is leading the way.With the rise of conversational AI tools like ChatGPT and Gemini, your firm’s online visibility now depends on...

“If the client feels the vibe that you're putting them first, then they'll trust you.”That was just one of the many grea...
21/08/2025

“If the client feels the vibe that you're putting them first, then they'll trust you.”

That was just one of the many great insights I took away from my recent chat with Kavita Deobhakta, Litigation Partner at Morgan Coakle, in the latest episode of my Business Conversation Series.

We talked about:
✔️ Building a successful career in law (and why learning from senior lawyers matters)
✔️ What it’s like working in global law firms vs. boutique firms
✔️ The role AI will play in law — and why clients will still need human lawyers
✔️ The factors shaping how legal services are delivered
✔️ Access to justice and why it remains such an important issue
✔️ How to build long-term relationships and communicate effectively with clients

…and even what lawyers can learn from dressage 🐎

It was a fascinating conversation, and I think you’ll really enjoy watching it.

👉 https://www.youtube.com/watch?v=gT0Ts4G7lUY&t=2s

Following

In this interview, Kavita Deobhakta shares her insights on working in and the importance of being . Learn about the challenges and re...

Address

Level 5, 68 Shortland Street
Auckland
1010

Opening Hours

Monday 8am - 6pm
Tuesday 8am - 6pm
Wednesday 8am - 6pm
Thursday 8am - 6pm
Friday 8am - 6pm

Telephone

+6493020225

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