Book review: The seven keys to managing strategic accounts – Sallie Sherman, Joseph Sperry and Samuel Reece

Posted on: June 28, 2013

A while back I blogged about some of the best books on account management but I omitted to mention this book (Seven keys to managing strategic accounts) which was published in 2003. It’s important because it is a joint effort with Miller Heiman – the creators of strategic selling® – and is based on interviews […]

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FT/MPF – Client feedback on effective legal, accounting, property and consulting relationships

Posted on: July 2, 2012

On Friday I trotted along to the offices of Smith & Williamson to hear from the second Financial Times/Managing Partner Forum research by Meridian West (formerly Lighthouse) into effective client adviser relationships. Richard Chaplin mentioned that professional services is the largest sector in the UK and the only one to have kept growing during the recession […]

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Book review “Conversational riffs- creating meaning out of conflict” by Neil Denny (Conflict management)

Posted on: April 1, 2012

Psychologists say that successful relationships have the following elements: A safe place from which to explore Repair after rupture Communication Neil’s book on conflict management offers some great insights and help primarily in the second and third categories and he draws on a number of psychological mainstays to support this suggestions. His constant assertion to […]

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Do you fear the future? Futurologists speak out at LawTech Futures 2012

Posted on: March 16, 2012

One of the most thought provoking questions I think I was ever asked was “Do you fear the future?”. And it must have been running through the minds of the 530 or so delegates at the LawTech Futures conference in Victoria yesterday as we listened to two leading futurologists. Charles Christian made a short introduction […]

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Collaborative marketing of family law services – Debrett’s and Mishcon de Reya

Posted on: January 29, 2012

It’s not often that I am stopped in my tracks by really inspired marketing of legal services but it happened this week. And in the area of marketing of family law services. The family legal market is going through a period of unprecedented change – Legal Aid has been swept away for all but a […]

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