Professional selling tips

Posted on: September 4, 2010

Talking with some accountants the other day about their recent sales experiences reminded me of a number of tips for more effective professional selling. Continuance or progression? – These are important concepts for those who have contacts that they see on a regular basis but find, rather frustratingly, that they are not going anyway in terms […]

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Linking pipeline and portfolio management to avoid strategic drift

Posted on: August 26, 2010

Unlike lawyers who rarely have repeat business, accountants have portfolios of work – a large proportion of which is ongoing compliance work (e.g. audits) and a smaller amount which is ad-hoc advisory work. Of course, some accountants – such as those working in the corporate finance arena – will have a large transactional element where […]

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Integrating awareness and relationship marketing

Posted on: August 1, 2008

Back in 2002, I presented a session for the Law Management Section of The Law Society on cross firm collaboration where I suggested that, in the broadest sense, most business development activities in a law firm could be encapsulated by integrating brand strategies with CRM (Client Relationship Management) programmes. In effect, there is a spectrum […]

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