10 tips to increase buy-in: Planning to persuade

Posted on: June 20, 2014

At a recent workshop on “How to increase buy-in” (see http://www.pmforum.co.uk/training/), the delegates identified the following as the most useful tips and hints to add to their persuasion armoury: Align aims – You may have a clear vision of what you want to achieve and understand the benefits to the firm or the team. But […]

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10 practical tips for fee and price negotiations

Posted on: June 2, 2014

As part of the conflict management training courses and coaching I provide, I have just updated the 40 page resource “Guide to effective communication, conflict management and negotiation for smoother relationships and better outcomes” that I provide to delegates and coaching clients. Whilst much of the training focuses on influence, persuasion and avoiding or managing […]

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We’re all change managers in professional services

Posted on: May 19, 2014

At a recent in-house training workshop on “Communication, conflict and negotiation” I explained about different personality, cognitive and relationship styles – and the mind set of fee-earning professionals. We considered how to adapt our approach so that we could create rapport and trust and forge strong relationships with fee-earners. This, in turn, would increase our […]

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11 top tips on marketing and business development writing in the professions

Posted on: April 30, 2014

Earlier today I ran a sold out half day “Marketing and business development writing workshop”    http://www.pmforum.co.uk/training/ in London with participants from across the professions in the UK. As always, I asked the delegates to tell me the most useful idea that they picked up during the session and here are their views: Plan – Take […]

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Book review: “How to win friends and influence people” by Dale Carnegie – Still a valuable guide

Posted on: November 21, 2013

I first read “How to win friends and influence people” way back in January 1984. That’s nearly 30 years ago (the book was actually written back in 1938). It had a profound effect on me – despite the fact that I am a psychologist and have read thousands of books on psychology, selling, change management […]

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