My favourite session at each year’s PM Forum Annual Conference is the final plenary session where a panel of professional service clients are invited to give their view on the marketing and sales approaches that they receive and to answer questions from the floor. This year the panel comprised: - Read More
Each year I go along to the PM Forum Annual Conference although this year I was co-presenting a workshop session with Peter Abraham of e-consultancy on “Using social media in (new) relationship development” pursuing our interest in social media in the role of selling in the professions (We are producing Read More
Talking with some accountants the other day about their recent sales experiences reminded me of a number of tips for more effective professional selling. Continuance or progression? - These are important concepts for those who have contacts that they see on a regular basis but find, rather frustratingly, that they are Read More
I had just a few minutes to help prepare a young professional for his first short (5 minutes) presentation at a competitive tender meeting. These were the key points discussed - 11 tips for your first presentation: 1. Prepare and rehearse – The more time and effort you invest in Read More
Whenever I lead or deliver a training session on networking, the issue of how to remember names when networking always comes up (particularly amongst the legal profession). As it did at a webinar earlier this week. So I have blogged this older FAQ on 16 ways to remember names when Read More
