At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. What is Read More
Last week I was joined by 18 delegates from solicitor, patent attorney, accountancy, surveying and consulting practices for PM Forum’s “Proactive Marketing Executive” full day workshop. The poll results and delegate comments are shown below. We cover a huge amount during the day: strategic marketing, operational marketing, managing campaigns, resource Read More
A frequent question when people ask me about marketing and selling is how to target new business. There are lots of different ways to target new business. We explore one method in this short video (7 minutes) on Selling basics - Targeting with rabbits, deer and elephants. It's a method that Read More
These two articles on the growth of MarTech in professional services were published in the February and March 2020 editions of Professional Marketing Magazine. Wouldn’t it be good if there was a central source of information about marketing automation and technology (MarTech) in professional services – whether in law, accountancy, Read More
At a “Business development for lawyers” course a while back the topic that the delegates asked me to write about was that of converting telephone enquiries. More recently, at a practice development course for private client solicitors, the same issue arose and other insights were shared at a recent in-house Read More
