good business development habits

Art and science of selling – Plan for different sales journeys and processes

Legal and accountancy firm delegates joined me for a MBL workshop on “The art and Science of Selling Professional Services”.  We spent a significant amount of time exploring the various sales cycles in delegate firms – and how best to support fee-earners through complex (multiple players and decision makers) consultative Read More

2025-11-17T09:22:47+00:00November 17, 2025|Accountants, Kim's Blog, Lawyers, Management Skills, Relationship Management, Selling|

Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

Last week I facilitated MBL’s  full day training session on “Developing more work from referrers and intermediaries”. Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. The main takeaways for the delegates can be summarised with the following themes: Referrer management – Grading, Research, Discipline, Read More

2023-04-17T12:36:03+01:00April 17, 2023|Accountants, Kim's Blog, Lawyers, Marketing, Relationship Management|
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