The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. Alongside generating new business directly from clients and developing existing client relationships, referrer Read More
During some of the many training workshops I have facilitated recently, the question of how to contact people – whether initiating a dialogue or following up – has arisen. Some people feel uncomfortable about making “cold calls” (and this is not recommended). And some aren’t sure about how to follow Read More
Earlier this week I ran a full day workshop on selling for MBL (“The art of selling professional services and winning business”). The day was organised into six modules: the sales process, sales planning, integration with marketing, psychological selling, selling skills and measuring sales success. I selected four themes in Read More
Last week I facilitated a half day MBL telephone skills workshop titled “Pick up the phone! Client service and sales opportunities for professionals in the digital age”. Delegates included lawyers, property professionals, actuaries and risk management consultants. We considered both inbound calls (enquiry management) and outbound calls (proactive sales calls). Read More
My latest video (7 minutes) is “Marketing basics – What are the 4Ps and why are they still useful?”. It will help you avoid making a common mistake to ensure that your marketing is effective. The video is designed for non-marketers who want to understand one of the most influential Read More
