Book Review – Never split the difference: Negotiating as if your life depended on it by Chris Voss with Tahl Raz

Regular readers will be aware that one of my favourite books on negotiating is “Negotiation for leaders” by Simon Horton which I reviewed in 2016 . But this book: “Never split the difference: Negotiating as if your life depended on it” by Chris Voss – a former FBI hostage negotiator Read More

2021-05-05T15:40:00+01:00May 5, 2021|Kim's Blog, Management Skills, Relationship Management, Selling|

Differentiation strategies and innovation

Differentiation is a question that is raised in many of my strategy and business development workshops for professional service firms. Differentiation is the process of identifying a difference between your own and competing products or services that has some value to clients. Differentiation provides sustainable competitive advantage. So this article Read More

Legal market research – The 2016 NatWest Financial Benchmarking Report

This continues the series of blogs reviewing legal market research. For the fourth year, the NatWest Professional Services team has worked with accountant Robert Mowbray to produce a report looking at 390 law firms (employing 17,200 people and with a combined income of £1.43bn) in the SME sector (revenues below Read More

2016-05-13T17:20:34+01:00May 13, 2016|Accountants, Kim's Blog, Lawyers, Statistics and trends|

10 tips on price communications for professionals

When I talk to professionals about price communications there appears to be some confusion between two separate activities. First, there needs to be a pricing strategy – I’ve addressed this in various blogs (see, for example, http://kimtasso.com/the-pricing-and-value-of-legal-services/) - which might include premium pricing for a skimming strategy or a lower price Read More

2016-04-28T11:56:04+01:00April 28, 2016|Kim's Blog, Marketing, Selling, Strategy|