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
It’s about time that there was a new book on strategic tendering for professional services. It’s too long – 1993 - since John de Forte and Guy Jones wrote their ground breaking “Proposals, pitches and beauty parades”. Whilst I valued Basil Sawczuk’s “Creating winning bids” in 2013 it is focused 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
In many of the courses I run for the Professional Marketing Forum http://www.pmforum.co.uk/training.aspx, the topic of assertiveness arises. Sometimes this relates to people needing the confidence to speak up and share ideas or to challenge requests. Often it relates to finding ways to decline or modify inappropriate requests – how Read More
At a recent PM Forum training session “Helping your fee-earners prepare the perfect pitch” (http://www.pmforum.co.uk/training/) we focused on how research is a vital to pitch success – both for marketing and business development professionals to add value to the pitch process and to develop differentiating and compelling value propositions for Read More
