selling

Book review: Let’s get real or let’s not play – The demise of dysfunctional selling and the advent of helping clients succeed (Mahan Khalsa)

I reviewed this book (Let's get real or let's not play - The demise of dysfunctional selling) back in March 2003 for Professional Marketing magazine http://www.pmforum.co.uk/magazine/index.aspx but as a couple of people have asked about Frank Covey sales techniques lately I thought it was worth digging it out again. As well Read More

Advanced social media use amongst lawyers, accountants and surveyors

I have been involved in social media almost since its inception. Initially, when I was asked to help firms it was often for training in terms of basic awareness of the main tools and helping people set up appropriate profiles. There was little appetite for using social media to support Read More

Helping fee-earners prepare the perfect pitch

Earlier this week I led the first of a new training session on this topic (Helping fee-earners prepare the perfect pitch) with 18 delegates representing global law firms, medium sized law firms, accountancy practices, economists and actuaries with varied experience of pitching and selling. Initial discussions centred around the challenges. The Read More

2015-01-28T13:29:49+00:00November 8, 2012|Accountants, Kim's Blog, Lawyers, Marketing, Selling|

Business development for lawyers – five key insights

Recently, I ran another of the successful Business development for lawyers full day training sessions in London. Unusually, the delegates were predominantly from commercial areas including corporate, property and employment representing a range of small and larger firms from across the UK. Some of their target markets were interesting: aviation, Read More

2014-12-22T16:29:35+00:00June 21, 2012|Kim's Blog, Lawyers, Marketing, Selling, Social Media, Strategy|
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