Each year I go along to the PM Forum Annual Conference although this year I was co-presenting a workshop session with Peter Abraham of e-consultancy on “Using social media in (new) relationship development” pursuing our interest in social media in the role of selling in the professions (We are producing Read More
I usually reserve this blog to write about work related issues but I am making an exception. Earlier this week a senior partner at a firm I work with calmly and without drama announced that a close family member was attending tests for a life threatening condition the next day. Read More
The Evening Standard Homes & Property section runs a regular feature called “Diary of an Estate Agent” seeing life through the lens of those selling residential properties. But I had to spend a day with some real life commercial property agents last week to gain a bit more insight into Read More
In the Accountancy Age TV video this month (I recommend that you watch it) they discuss why the value of accountancy firms is falling – with some generating less than one times turnover. The main reasons cited for this are: - The predominance of “lifestyle” practices - Poor quality staff Read More
Talking with some accountants the other day about their recent sales experiences reminded me of a number of tips for more effective professional selling. Continuance or progression? - These are important concepts for those who have contacts that they see on a regular basis but find, rather frustratingly, that they are Read More