There are competency frameworks, psychological profiles and considerable debate about what makes a great partner. So in a somewhat lighter spirit, and using 20+ years of observations of partners of all shapes and sizes (the good, the bad and the ugly) here are my thoughts on the 12 Ps of Read More
Agreeing to be the chair of a conference or seminar might be good for raising your profile (and that of your firm) and positioning you as an expert, but it can also be a bit of an own goal if you don’t get it right. There’s so much more to Read More
As I am doing a fair amount of training and coaching on presentation pitches at the moment (particularly for actuaries, construction consultants and lawyers), I thought I’d take a look at the various books on presentation skills to recommend to people who ask for additional information. When I started reading Read More
I reviewed this book (Let's get real or let's not play - The demise of dysfunctional selling) back in March 2003 for Professional Marketing magazine http://www.pmforum.co.uk/magazine/index.aspx but as a couple of people have asked about Frank Covey sales techniques lately I thought it was worth digging it out again. As well Read More
In the current edition of Professional Marketing magazine http://www.pmforum.co.uk/magazine/index.aspx there’s an article by me on communicating and developing business relationships in multi-cultural and cross cultural business environments. Three key models are explored and some practical guidance is provided. Due to space limits, the following nine dimensions of cultural leadership competencies from Read More
