Business Development Checklist for Junior Professionals

Posted on: October 30, 2009

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 Ambassador You are a walking, […]

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Marketing is dead, long live selling?

Posted on: August 10, 2009

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 I see the business development […]

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Business development vs. reputation management?

Posted on: April 1, 2009

Oh dear – it seems that even when you are supremely successful at business development and generate good results for your clients, you can end up suffering at the hands of the media and your reputation takes a bashing. The mainstream and business news media devoted many column inches last week to Irwin Mitchell. Their […]

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Lawyers find campaign management most valuable tool

Posted on: March 7, 2009

For one of my law firm clients I return each year to deliver two modules of their Management Development Programme – one is on strategic marketing (and the link with the business plan) and the other is on tactical marketing and selling – for the latest batch of “management trainees” who are usually partners, associates […]

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Integrating awareness and relationship marketing

Posted on: August 1, 2008

Back in 2002, I presented a session for the Law Management Section of The Law Society on cross firm collaboration where I suggested that, in the broadest sense, most business development activities in a law firm could be encapsulated by integrating brand strategies with CRM (Client Relationship Management) programmes. In effect, there is a spectrum […]

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