Change management book review: “Switch: How to change things when change is hard” by Chip and Dan Heath

Posted on: September 16, 2015

I’ve just written a review of this book for Professional Marketing magazine I’ve read many books on change management before but this one comes with a really big recommendation. It’s quick, easy and inspiring to read. And the few lessons – illustrated beautifully with great success stories from all manner of societal, business, commercial […]

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Four themes in referrer management – for lawyers and accountants in the UK and internationally

Posted on: June 19, 2015

Intermediary and referrer management was the topic for a full day session at a recent MBL training event in London and also a recent conference session for international accountants in the CPAAI network in Amsterdam. Referrer and intermediary management is one of my key themes this year and I have presented a number of public […]

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Improving referrer management in the professions – research into referrer relationships

Posted on: March 9, 2015

Referrals – whether from existing clients (recommendations), colleagues within the firm (cross-selling) and external third parties (intermediaries and professional contacts) – have always been an important source of new business for professionals in the legal, accountancy and property (real estate) markets. Particularly so in commercial and consumer transactional situations. So improving referrer management in the […]

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Legal marketing case study: Improving referrals through reward systems at Keystone Law

Posted on: February 19, 2015

I’ve written many articles and blogs about cross-selling and both internal and external referral management. And I always mention the need to remove barriers and risks and ensure that there are adequate rewards. So here’s an interesting Legal marketing case study. So I was interested to talk to the good people of Keystone Law. This […]

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Cross selling – the dream versus the reality

Posted on: May 2, 2014

Here are the key points from a presentation titled “Cross selling – the dream versus the reality” I made yesterday at The Law Society Law Management Section Annual Conference 2014. Thanks to all those folk who took the time to give me some positive feedback afterwards – it was much appreciated.  #LMSconf2014. So is cross […]

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