I wrote the opening chapter “Emotional Intelligence in legal practice – developing a superpower for lawyers” for the new 2026 Globe Book 'Fundamental skills for the Modern Lawyer'. I’m particularly pleased as the new book builds on the work in my 2020 Globe book Essential soft skills for lawyers. The Read More
At the recent PM Forum workshop on “Assertiveness, Effectiveness and Impact for Marketing and Business Development Assistants and Executives” we welcomed a lively group of delegates. Marketing and business development roles in professional services are improving on many fronts yet there were some worrying results (see poll results below): Just Read More
Legal and accountancy firm delegates joined me for a MBL workshop on “The art and Science of Selling Professional Services”. We spent a significant amount of time exploring the various sales cycles in delegate firms – and how best to support fee-earners through complex (multiple players and decision makers) consultative Read More
Here are the highlights from the recent PM Forum workshop on “Cross-selling and referrer management accelerator”. The delegates were mostly marketing and business development (MBD) managers – legal, accountancy and consultancy firms (one joined form Germany and another was a qualified lawyer). There was an even split between those focused Read More
At the start of June I had the pleasure of leading PM Forum’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. We covered a lot of material in Read More
