As a psychologist and a salesperson I was blown away when I first read Cialdini’s great book on the psychology of persuasion (was that really over 10 years ago?). There’s a summary of the six principles below. His work features in many of my influence, persuasive writing and buy-in training Read More
Here is a summary of the highlights of the MBL “Business development for professional service firms” conference which took place in London on 1st October 2014. The delegates were an interesting mix – half were fee-earners and the others were marketing/business development professionals. Medium sized law firms dominated although there Read More
Continuing the blog series on "Legal client feedback" Robin Saphra, Group General Counsel of Colt (telecommunications, IT and data centres with 65 lawyers in his team and a £12m legal budget) shared his views on relationships with professional service firms at the September 2014 Professional Marketing Forum Conference: Three years Read More
At the recent PM Forum conference, I picked up an accountancy marketing case study from technology suppliers there about the use of marketing technology by accountancy firm Grant Thornton. The Senior Executive – CRM, Marketing and Business Development talks about the use of the CRM solution amongst the 200 partners Read More
At the recent PM Forum conference, I picked up some legal marketing case studies from technology suppliers there about the use of marketing technology by law firms. Farrer & Co CRM Farrer & Co (220 fee-earners including 78 partners) has used CRM solution Lexis® Interaction® since 2005. As part of Read More
