I had just a few minutes to help prepare a young professional for his first short (5 minutes) presentation at a competitive tender meeting. These were the key points discussed: 1. Prepare and rehearse – The more time and effort you invest in preparing and rehearsing your presentation, the more Read More
It is well known that those who make the best salespeople (rainmakers) are usually those who are amongst the worst at adhering to the firm’s systems. Whilst they are in their natural element and highly effective when face to face with clients, prospects and referrers they frustrate their colleagues because Read More
Whenever I lead or deliver a training session on networking, the issue of how to remember names when networking always comes up (particularly amongst the legal profession). As it did at a webinar earlier this week. So I have blogged this older FAQ on 16 ways to remember names when Read More
I have just written a review of this book on marketing and selling architecture and construction professional services by Basil Sawczuk (an architect turned business development director) which will appear in a forthcoming issue of Professional Marketing magazine. The book provides a really good basic introduction with lots of examples, Read More
I wrote a short article for the Finance & Management special report on “Starting a business" by the Institute of Chartered Accountants in England and Wales. It attempts to tackle the issue of selling for those who are starting a business and unfamiliar with marketing and sales techniques. Topics covered Read More