You need to take care with client care and relationship management. Long ago when I studied economics I was intrigued by the idea of satisificing – (combines satisfying and sufficing) a decision making strategy that attempts to meet the criteria for adequacy rather than an optimal solution. Others might think Read More
I am often asked to run short training sessions at legal, accountancy and surveying practices with the aim of helping young professionals start their business development activities in support of the firm’s marketing and business development programmes. Here is a summary of some of the ideas provided: Be a good Read More
I spent Wednesday at the PM Forum Annual Conference which this year was titled “Relationships” – as a result of my observation when I wrote about the event last year that it appeared to be the predominant theme whether we were talking about culture, clients, service quality, selling or brand. Read More
Roundtables, where you invite a series of guests along to talk over lunch or dinner, are a great way to generate publicity (if you invite a journalist to discuss a topical issue) and effective at subtly promoting your firm whilst helping your existing and potential clients and referrers network and Read More
Last week, I had a good chat with a guy who was one of the first people to be appointed as a “salesperson” at a professional service firm several years ago - as part of my research for an article on business development careers in the professions. I explained that Read More