PM Forum Conference – Laurie Young on “An alternative to commoditisation” and Andy Bounds on selling skills

Posted on: September 27, 2010

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 a white paper on this […]

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Professional selling tips

Posted on: September 4, 2010

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 not going anyway in terms […]

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Architecture and construction – marketing and selling architecture and construction professional services

Posted on: April 5, 2010

I have just written a review of this book on marketing and selling architecture and construction professional services by Basil Sawczuk (an architect turned business development director) which will appear in a forthcoming issue of Professional Marketing magazine. The book provides a really good basic introduction with lots of examples, checklists and sample scripts to […]

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13 ways to improve your chances of winning a tender

Posted on: January 6, 2010

I’ve written extensively on this topic in two of my books and cover it frequently at workshops, but thought I’d do a quick round up – in no particular order – on some of the top tips to get you off to a good start for the year… 1. To pitch or not to pitch? […]

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Facilitating the perfect lunch or dinner discussion (Relationship and referrer management)

Posted on: August 17, 2009

Roundtables, where you invite a series of guests along to talk over lunch or dinner, are a great way to generate publicity (if you invite a journalist to discuss a topical issue) and effective at subtly promoting your firm whilst helping your existing and potential clients and referrers network and develop relationships. Here are the […]

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