Differentiation is a question that is raised in many of my strategy and business development workshops for professional service firms. Differentiation is the process of identifying a difference between your own and competing products or services that has some value to clients. Differentiation provides sustainable competitive advantage. So this article Read More
Whether part of sales or pitching training or for standalone presentations for seminars and conferences I conduct many in-house training sessions on presentation skills. Yesterday, I delivered a training session on pitching for the PM Forum (http://www.pmforum.co.uk/training.aspx) and there was a request for general presentation skills guidance during that course. Read More
Client relationship management (CRM) remains topical. At a recent MBL course on “Getting more work from referrers and intermediaries” I was asked about the number of relationships that any one professional could expect to manage successfully. Relationship marketing is the primary method of business development in many professional service firms Read More
I spoke to Kid Harwood, Director at LawBid, to learn more about the new LawBid service which matches clients with an appropriate solicitor. Wildings Solicitors, the 30 year old firm which created LawBid, was recently nominated for the Law Firm Innovation Award at the Manchester Legal Awards in recognition of Read More
Lewis Silkin solicitors were kind enough to host the recent “Future Marketing Manager” training session (for future dates see: http://www.pmforum.co.uk/training.aspx). The marketing and business development delegates from legal, accountancy, property and recruitment businesses had a busy day. Here are their thoughts on the key lessons for a future marketing manager. Read More
