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
My conference report for the Professional Marketing Forum’s 21st Conference “All about the journey” which focused on Client Experience Management (CEM) was published in this month’s edition of Professional Marketing magazine http://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx . It’s hard trying to tease out the most important insights from what proved to be a jam-packed Read More
Continuing the blog series on "Legal client feedback" Robin Saphra, Group General Counsel of Colt (telecommunications, IT and data centres with 65 lawyers in his team and a £12m legal budget) shared his views on relationships with professional service firms at the September 2014 Professional Marketing Forum Conference: Three years Read More
To support the training in the “Helping fee-earners prepare the perfect pitch” session I present for PM Forum http://www.pmforum.co.uk/training/ (the next scheduled session is on 6th Feb), I regularly review trends and developments in pitching in the professions. Using information reported The Lawyer magazine, here are my observations on the Read More
On Friday I trotted along to the offices of Smith & Williamson to hear from the second Financial Times/Managing Partner Forum research by Meridian West (formerly Lighthouse) into effective client adviser relationships. Richard Chaplin mentioned that professional services is the largest sector in the UK and the only one to have Read More