There were delegates from law, construction and surveying firms at MBL’s recent “How to prepare and present winning pitches and tenders” . Three key themes emerged on pitching and tendering – Focus, differentiation and less is more. Focus on the client One of the key themes was the need to Read More
I read this 2018 book during lock down. It is one of the rare books on marketing strategy written by someone who is familiar with the professional services sector. The author, Heidi Taylor, worked in IT, telecoms and professional services. She is a former Chartered Institute of Marketing’s (CIM) Marketer Read More
Before I start planning for 2022, I thought I’d reflect on nine marketing and business development trends in 2021. Some of these observations might make useful entries in your PESTLE or competitor analyses (a short explainer video on marketing audits and PESTLE analysis ) or scenario and marketing plans. Attitude Read More
Last week we had delegates from law and accountancy firms from all over the UK and Ireland (and also Cyprus) at another of the PM Forum’s popular workshops on “Being more strategic”. We looked at how to improve strategic thinking skills, understanding business strategy and developing marketing/business development strategies. We Read More
I have written books on selling. And I have reviewed many books on selling – including those containing the latest research (see the list below). “Hope is not a strategy” is an old book, which I first read back in 2002, but it contains a lot of good foundation knowledge Read More
