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
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
A week ago, we ran another of the PM Forum’s “Helping fee-earners prepare the perfect pitch” sessions which was hosted by reputation management consultants Regester Larkin. Here are some of the main issues arising. Pitch challenges The delegates had a variety of challenges that they wanted to address but the Read More
Interested in a free personality assessment? I’ve just completed four days training with Psysoft http://www.psysoft.com/ to achieve the British Psychological Society (BPS) Occupational Ability and Personality Test User Certification Level A and B using NEO PI-R Personality Inventory. Yes, psychometric testing! This is to add to my armoury of a BPS Read More
