At a recent cross-selling and referrer management course we tackled: Cross-selling – The Big Questions. What are you trying to achieve? – Most firms have cross-selling initiatives. Many firms repeatedly launch new initiatives to improve cross-selling. However, the starting point has to be to set some clear goals about what you Read More
I provide many public training courses on marketing planning in a nutshell. But questions about marketing planning arise in many other public and in-house training courses on business development, referrer management and social selling. And of course people ask me for a standard marketing plan template. But it’s rarely as Read More
In February I presented another of the successful MBL training courses “Managing and marketing a profitable surveyors’ practice” in Dublin, Ireland. It was interesting that the majority of the themes and issues raised during these sessions in the UK were raised at the session – despite the rather different economic Read More
While many people think strategy development in professional service firms as akin to “herding cats”, I think it’s more like trying to pick up mercury. There are all those shiny spots of precious (noxious?) metal which break off and join up in a seemingly random manner. It’s hard to put Read More
Our workshop on driving change in professional practices proved to be an intense and challenging day learning about psychology, leadership and change management. Delegates worked on their plans for achieving desired changes in themselves, their teams and their firms. Here are some of the highlights from the delegates’ perspective. The Read More
