Better Business Relationships – New book in the pipeline

Posted on: March 15, 2018 Better Business Relationships

Business success is reliant on being able to get on with people. Relationships with your internal colleagues and external clients and referrers are the foundation of business success in just about every job function and industry. My new book on Better Business Relationships is now in the pipeline. The ability to communicate with, encourage, influence, […]

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Trust for better business relationships

Posted on: February 16, 2018 Trust for better business relationships

I recently presented a masterclass for some lawyers on the topic of trust for better business relationships. Here are the highlights: What is trust? Trust is a belief. It refers to ideas concerning risk, power and dependency. It is a means of reducing uncertainty so that an effective relationship may develop and we feel able […]

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Leadership: Emotional contagion, delegation, coaching and team meetings

Posted on: January 12, 2018 Leadership: Emotional contagion

At the end of last year I ran a half day training session on management and leadership for marketing and business development professionals. Some key topics of interest were emotional contagion, delegation, coaching and team meetings: Emotional contagion Those around us are affected by our emotions. This means that if we express dismay, worry, frustration […]

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Key Account Management KAM – Managing key client meetings

Posted on: July 24, 2017 Managing key client meetings

At a recent training workshop on helping fee-earners with Key Account Management KAM – the delegates requested that I write about how to manage key client meetings. Further details of this course can be found here http://www.pmforum.co.uk/training.aspx What often happens My observation is that at the start of a Key Account Management or Key Client […]

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Cross-selling – The Big Questions

Posted on: June 27, 2017

At a recent cross-selling and referrer management course we tackled some big questions relating to cross-selling. What are you trying to achieve? – Most firms have cross-selling initiatives. Many firms repeatedly launch new initiatives to improve cross-selling. However, the starting point has to be to set some clear goals about what you want to achieve – […]

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