At a recent business conversation skills session, private client and family lawyers asked about the nature of commercial conversations with individual clients (as opposed to business clients). These private clients are often high net worth (or ultra high net worth). So here are some thoughts on private client commercial conversations. Read More
I had the pleasure of joining Chloe Christine of TBD marketing when she presented a training workshop on “Email marketing and automation” for PM Forum last week. Delegates (both those in general marketing/business development (MBD) roles and those specialising in client programmes, digital marketing and events) were from law and Read More
Here are the highlights from the recent PM Forum workshop on “Cross-selling and referrer management accelerator”. The delegates were mostly marketing and business development (MBD) managers – legal, accountancy and consultancy firms (one joined form Germany and another was a qualified lawyer). There was an even split between those focused Read More
At the recent Training - PM Forum on “Buy-in, engagement and stakeholder management” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Read More
At the recent Business Development for Professionals - 2024 Virtual Conference - MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates. And I’ve noted the highlights of the sessions by other speakers (How Read More
