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
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
Unlike lawyers who rarely have repeat business, accountants have portfolios of work – a large proportion of which is ongoing compliance work (e.g. audits) and a smaller amount which is ad-hoc advisory work. Of course, some accountants – such as those working in the corporate finance arena – will have Read More
In my previous blog post I provided some of the reasons WHY even small firms of lawyers, accountants and surveyors should consider using Twitter. In this post I aim to provide a simple “getting started” guide. Create an account The first thing is to go to the Twitter site www.twitter.com and watch Read More
Roundtables, where you invite a series of guests along to talk over lunch or dinner, are a great way to generate publicity (if you invite a journalist to discuss a topical issue) and effective at subtly promoting your firm whilst helping your existing and potential clients and referrers network and Read More