Book review: “How to win friends and influence people” by Dale Carnegie – Still a valuable guide

Posted on: November 21, 2013

I first read “How to win friends and influence people” way back in January 1984. That’s nearly 30 years ago (the book was actually written back in 1938). It had a profound effect on me – despite the fact that I am a psychologist and have read thousands of books on psychology, selling, change management […]

Read More

From Jesse J to Einstein – ROI in professional service firm marketing and business development

Posted on: October 24, 2013

I was recently asked to prepare a session for a group of law firms on Return on Investment ROI in professional service firm marketing and business development. Sometimes, marketers are a bit like Jesse J and expect partners to make a leap of faith – “It’s not about the money, money, money – we just […]

Read More

Cross cultural communication

Posted on: December 2, 2012

In the current edition of Professional Marketing magazine http://www.pmforum.co.uk/magazine/index.aspx  there’s an article by me on communicating and developing business relationships in multi-cultural  and cross cultural business environments. Three key models are explored and some practical guidance is provided. Due to space limits, the following nine dimensions of cultural leadership competencies from the Globe project were omitted, […]

Read More

Book Review: Hypnotic Writing – How to seduce and persuade customers with only your words By Joe Vitale

Posted on: April 1, 2012

Back in 2007 I reviewed this book for Professional Marketing magazine but I have mentioned it to a couple of people during recent promotional skills courses and I thought I’d look it up again in advance of a business development writing course I am presenting next month. Original review “There are few great books on […]

Read More

A beginner’s guide to LinkedIn for lawyers, accountants and surveyors

Posted on: January 25, 2011

As a result of the White Paper on selling and social media for the professions (see 15th December 2010) and the blogs on why and how to use Twitter in December 2009 several of my clients (including the barristers) have asked for a beginner’s guide to LinkedIn for lawyers, accountants and surveyors as social selling is an increasingly important […]

Read More

Original branding by Matt Playford · A site by Fresh01