I travelled into the depths of leafy Kent yesterday to attend the Association of MBAs (AMBA) http://www.mbaworld.com/ spring refresher day at Kent Business School. It looked like a balanced programme – two academics in the morning and two practitioners in the afternoon. Accountability vs. courage in marketing After luring the Read More
At a recent in-house training workshop on “Communication, conflict and negotiation” I explained about different personality, cognitive and relationship styles – and the mind set of fee-earning professionals. We considered how to adapt our approach so that we could create rapport and trust and forge strong relationships with fee-earners. This, Read More
Here are the key points from a presentation titled “Cross selling – the dream versus the reality” I made yesterday at The Law Society Law Management Section Annual Conference 2014. Thanks to all those folk who took the time to give me some positive feedback afterwards – it was much Read More
Another review of my latest book on Business development for lawyers, this time from Jamie Butler who is Head of Training and Development at Russell-Cooke http://www.russell-cooke.co.uk/ "I read this new guide to business development (BD) wearing two hats: firstly as an ex-solicitor who remembers the challenge of combining marketing, selling and Read More
At the “Towards KAM – helping fee-earners with relationship management” session last week one of things generating most interest and discussion was the issue that while most firms had identified the stages in the sales or new business development process in their firms, few had achieved the same level of Read More
