Business relationships

Pitches, tenders and proposals – Efficiency (systems) vs Effectiveness (selling)

At a PM Forum - PM Forum training workshop earlier in the month we welcomed an even number of law and accountancy firm delegates with a healthy number of consultancies also represented. Challenges were explored as we discussed topics including: pitch processes and plans, selling and writing techniques and presenting Read More

2024-05-23T10:15:43+01:00May 23, 2024|Accountants, Kim's Blog, Lawyers, Marketing, Selling|

Negotiating skills – Balancing task and relationship

I thought I’d share a few key ideas from some recent workshops on negotiation skills. Sometimes I am training business support professionals, but on occasions I am asked to work with legal professionals who typically are known for their excellent negotiation skills. I use the model of balancing task and Read More

2024-04-16T12:10:34+01:00April 16, 2024|Kim's Blog, Lawyers, Management Skills, Relationship Management|

Conversation skills book review 3: Conversational intelligence – How great leaders build trust and get extraordinary results by Judith E Glaser (2014)

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid Read More

2023-05-22T15:35:30+01:00May 22, 2023|Kim's Blog, Management Skills, Relationship Management, Selling|

Conversation skills book review 2 – How to talk to anyone: 92 little tricks for big success by Leil Lowndes (1999, 2017)

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid lockdowns Read More

2023-05-22T15:51:24+01:00May 15, 2023|Kim's Blog, Relationship Management, Selling|

Telephone skills for lawyers and accountants – Confidentiality, client experience, accents and gatekeepers

There have been many requests recently for inhouse training on telephone skills to support client service and selling both for fee-earners and support staff. Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training Read More

2023-04-24T13:08:10+01:00April 24, 2023|Accountants, Kim's Blog, Lawyers, Marketing, Relationship Management, Selling|
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