Huthwaite International is acknowledged as some of the leading experts on selling (based on psychologist Neil Rackham’s work on SPIN selling) so it was with interest that I watched a video recently with highlights of their recent conference on “Winning tenders with procurement” where there is a high involvement from Read More
I really shouldn’t have to talk about the importance of face to face contact on tenders – I thought it was perfectly obvious. But I was so shocked by a recent event that I simply had to put pen to paper (well, fingers to keyboard). A lot of my time is spent 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
An article in The Lawyer (6th July) described how Sainsbury’s asked its 11 panel law firms to each invite one of their other clients along to pitch their products, Dragon’s Den style, to Sainsbury’s. The winner, by the way, was Dentons with an Internet based parts company called e-spares. A Read More
A key part of my work is interviewing the clients of my clients to find out how satisfied they are with the service provided. Generally, I am really pleased to hear that the various lawyers, accountants and surveyors are doing a really fabulous job creating good, strong relationships where they Read More