Six themes on cross-selling and referrer management workshop highlights (2020)

Yesterday I facilitated an interactive workshop through the Professional Marketing Forum  on cross-selling and referrer management. I promised the delegates – representing a range of legal and accountancy practices – that I would summarise and share the key points arising from the session and the six themes to supplement their Read More

By |2020-11-13T16:48:35+00:00September 17, 2020|

Book review: Reinforcements: How to get people to help you by Heidi Grant

The original (shorter) review of Reinforcements: How to get people to help you by Heidi Grant was published in the October edition of Professional Marketing magazine http://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx Reinforcement can mean a) enlisting extra help and b) a process to establish a particular behaviour using reward. Cleverly, this short book addresses Read More

By |2018-10-03T12:34:31+01:00October 3, 2018|

Referrer management – what do you do when you can’t reciprocate work referrals?

This year I have delivered a number of training courses – both publically and in-house – on the topic of referrer and intermediary management for lawyers, accountants and surveyors. Whilst the training focuses on research, strategy, messaging and the importance of relationship building a common question is how to do Read More

By |2015-12-30T12:30:53+00:00December 30, 2015|
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