It’s rare to be able to get your hands on success statistics so I was interested to see an article in The Lawyer (30th November 2012) which showed how Freshfields’ CRM is faring. The article indicated that: Freshfields Bruckhaus Deringer has seen fee income from its top 30 clients increase by Read More
For lawyers, accountants and surveyors in a network of offices, the challenge of generating referrals (cross-selling) will be all too familiar. Extend the network into strategic alliances and across other firms and the problem is compounded. Referrer management is an important but tricky activity. It’s a multi-faceted issue, and there is Read More
Working in the professions requires resilience. Marketing and sales roles require resilience. So those who have a business development role in the professions must need a double dose! But what is resilience and how can you be more resilient? Definition A Harvard Business School report found that there are three Read More
At a recent workshop for “Practical and professional skills for marketing and business development assistants” I asked the participants for their views on the most important practical tips that they were taking away. They picked two – one might argue obvious - techniques to help them improve their communications with partners Read More
Imagine the situation. You have committed to meet someone to discuss a potentially valuable initiative. It is likely that the person you are meeting has arranged their diary to fit your meeting into their busy schedule. You are very busy with a variety of client and internal projects. Do you Read More
