Developing the art of sales and marketing

Posted on: February 24, 2010

I wrote a short article for the Finance & Management special report on “Starting a business” by the Institute of Chartered Accountants in England and Wales. It attempts to tackle the issue of selling for those who are starting a business and unfamiliar with marketing and sales techniques. Topics covered include: – Finding out who […]

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13 ways to improve your chances of winning a tender

Posted on: January 6, 2010

I’ve written extensively on this topic in two of my books and cover it frequently at workshops, but thought I’d do a quick round up – in no particular order – on some of the top tips to get you off to a good start for the year… 1. To pitch or not to pitch? […]

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Business Development Checklist for Junior Professionals

Posted on: October 30, 2009

I am often asked to run short training sessions at legal, accountancy and surveying practices with the aim of helping young professionals start their business development activities in support of the firm’s marketing and business development programmes. Here is a summary of some of the ideas provided: Be a good Ambassador You are a walking, […]

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Facilitating the perfect lunch or dinner discussion (Relationship and referrer management)

Posted on: August 17, 2009

Roundtables, where you invite a series of guests along to talk over lunch or dinner, are a great way to generate publicity (if you invite a journalist to discuss a topical issue) and effective at subtly promoting your firm whilst helping your existing and potential clients and referrers network and develop relationships. Here are the […]

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Marketing is dead, long live selling?

Posted on: August 10, 2009

Last week, I had a good chat with a guy who was one of the first people to be appointed as a “salesperson” at a professional service firm several years ago – as part of my research for an article on business development careers in the professions. I explained that I see the business development […]

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