At the recent Business Development for Professionals - 2024 Virtual Conference - MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates. And I’ve noted the highlights of the sessions by other speakers (How Read More
As an fan of Challenger sales (and the variant Insight Selling Insight selling - building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. His research on rainmaker best practice is helpful Read More
The role of learning and development (L&D) becomes more critical as firms try to ensure that their people are equipped with the latest skills to be agile enough to adapt to the fast-changing work environment. Learning & Development is often a key tool in employee retention. For those involved in Read More
Senior law and accountancy leaders attended a masterclass workshop in London last week. The session looked at how to ease personal transitions (individual change) whilst driving organisational change (primarily through cultural transformation). As well as rational approaches (we considered several change management methodologies including Kotter’s), both elements involve engaging emotions Read More
Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com)) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector. So here Read More
