I am often asked which books I recommend on consulting skills. I’m asked both by people contemplating a freelance consultancy career and increasingly by people who have an internal consultant role supporting a change management programme. Having started in a management consultancy (now Deloitte) in 1987, been an independent consultant Read More
This leader article “Struggling with segmentation” was published in the Summer 2021 edition of Professional Marketing Magazine https://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx which is sent free to members of the Professional Marketing Forum. https://www.pmforum.co.uk/ The Covid pandemic thrust marketers into the limelight. Without the face-to-face interactions that are fundamental to so much marketing and Read More
This article was written for the delegates at a recent pitching workshop organised by the PM Forum as a summary to supplement the other course materials they received. There were seven pitching themes – specialisation, engagement, research, content, differentiation, project management and virtual presence. 1. Increasing specialisation Many marketing and Read More
I facilitated a full day online pitching and tendering workshop for MBL covering: policies, processes, research, sales strategy, selling skills, documents, presentation (content and delivery), post pitch actions and tendering metrics. Delegates were from legal and insolvency firms. There was a huge amount discussed during the lectures, exercises and polls Read More
(A shorter version of this book review: Executive Engagement Strategies appeared in a recent edition of Professional Marketing magazine) I reviewed two of Bev’s previous books – in 2011 on marketing technology as service and more recently, in February 2020, her fabulous practitioner’s guide to Account Based Marketing. I’m a Read More
