Allan Evans is global head of clients and markets at BDO accountants and in the UK leads a team of more than 60 people. Prior to joining BDO, Allan was the sales and marketing director for PricewaterhouseCoopers and before that he worked at Abbey Life, Lloyds TSB, Friends Provident and Read More
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
