PM Forum Conference – The clients bite back (Sony Ericsson, Better Capital and JP Morgan)

Posted on: September 27, 2010

My favourite session at each year’s PM Forum Annual Conference is the final plenary session where a panel of professional service clients are invited to give their view on the marketing and sales approaches that they receive and to answer questions from the floor. This year the panel comprised: – Jonathan Pearl, Corporate Vice President […]

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11 tips for your first presentation

Posted on: June 28, 2010

I had just a few minutes to help prepare a young professional for his first short (5 minutes) presentation at a competitive tender meeting. These were the key points discussed: 1. Prepare and rehearse – The more time and effort you invest in preparing and rehearsing your presentation, the more confident you will fee and […]

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Architecture and construction – marketing and selling architecture and construction professional services

Posted on: April 5, 2010

I have just written a review of this book on marketing and selling architecture and construction professional services by Basil Sawczuk (an architect turned business development director) which will appear in a forthcoming issue of Professional Marketing magazine. The book provides a really good basic introduction with lots of examples, checklists and sample scripts to […]

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13 ways to improve your chances of winning a tender

Posted on: January 6, 2010

I’ve written extensively on this topic in two of my books and cover it frequently at workshops, but thought I’d do a quick round up – in no particular order – on some of the top tips to get you off to a good start for the year… 1. To pitch or not to pitch? […]

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