Active listening is a core communication skill that is fundamental for creating and developing relationships. Yet listening doesn’t receive nearly as much attention as other communication skills such as speaking, writing, presenting and negotiating. Effective listening is critical for so many activities such as learning, leading, client service, consulting, coaching, Read More
At a PM Forum - PM Forum training workshop earlier in the month we welcomed an even number of law and accountancy firm delegates with a healthy number of consultancies also represented. Challenges were explored as we discussed topics including: pitch processes and plans, selling and writing techniques and presenting Read More
I thought I’d share a few key ideas from some recent workshops on negotiation skills. Sometimes I am training business support professionals, but on occasions I am asked to work with legal professionals who typically are known for their excellent negotiation skills. I use the model of balancing task and Read More
There were delegates from legal and accounting firms at the training session on “Pick up the Phone – client service and sales opportunities for professionals in the digital age” MBL this week. Delegates were in management, marketing and fee-earning roles. This post summarises the main points raised and is a Read More
Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. It’s helpful in conversations, critical thinking and negotiation. So what is Socratic questioning? (Questioning Read More
