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
There was a variety of delegates at a recent workshop by MBL on “Pitch Perfect – How to prepare and present winning pitches and tenders”. From trainees to partners, from beginners to marketing and business development experts, from private client to commercial services and from large and smaller firms. I’ve Read More
At the recent MBL workshop on “Pick up the phone – client service and sale opportunities for professionals” we looked at the role of telephone calls in sales and service, managing inbound calls and making outbound calls. One theme that arose was the delicate balance to be achieved during a Read More
A recent MBL workshop on referrer management was attended by fee-earners and business development professionals from law and accountancy firms. The over-arching theme to emerge was to improve the knowledge we have about our referrer relationships. Considering the data, research, systems and habits we need for referrer relationships prompted one Read More
At the recent MBL session on “Boost Your Confidence at Work – A toolbox for professionals” we explored a number of issues relating to confidence in the workplace – especially for those at the start of their career. Delegates included trainee solicitors and accountants as well as junior professionals in marketing and human Read More
