MBL

Pitching and tendering – Focus, differentiation and less is more (April 2022)

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

2022-04-07T11:17:05+01:00April 4, 2022|Kim's Blog, Lawyers, Property, Relationship Management, Selling|

Referrals – The role of internal communications, messaging and storytelling and post-Covid “water cooler” moments

Earlier in December I facilitated another of MBL’s  popular “Developing more work from referrers and intermediaries” full day LearnLive training sessions. With delegates from legal, accountancy, surveying, architectural and financial services firms there was lots to discuss. Dominant themes were referrals – the role of internal communications, messaging and storytelling Read More

2021-12-19T12:34:01+00:00December 19, 2021|Accountants, Kim's Blog, Lawyers, Marketing, Relationship Management|

Five pitch insights – M&BD adding value, pitch processes, knowledge base, content production and alternative presentations

Earlier this week I facilitated another day workshop for MBL on pitching “Pitch Perfect - How to Prepare & Present Winning Pitches & Tenders” . Delegates represented law and property firms and both marketing/business development professionals as well as fee-earners. While we covered a huge amount of material, there were Read More

2021-10-02T13:41:20+01:00October 2, 2021|Kim's Blog, Lawyers, Marketing, Selling|

Telephone skills workshop – 11 key points

Last week I facilitated a half day MBL telephone skills workshop titled “Pick up the phone! Client service and sales opportunities for professionals in the digital age”.  Delegates included lawyers, property professionals, actuaries and risk management consultants. We considered both inbound calls (enquiry management) and outbound calls (proactive sales calls). Read More

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