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 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, Read More
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 Read More