Part 1 of this article outlines the case that senior income generators in professional service firms are still not fully committed to carrying out effective BD. And that this lack of commitment isn’t their fault. I point out that there’s … Continue reading
Let’s admit it – senior income generators in professional service firms are still not fully committed to carrying out effective BD. But is it their fault? I don’t think so. Senior management, heads of BD functions and heads of practice … Continue reading
It is believed that there are 5 levels of communication between clients and their advisors (see below). To move to deeper levels of communication you need the skills of building rapport. The more rapport you have the easier it is … Continue reading
We all need to get better at influencing others: clients, colleagues, friends etc. Here is a summary of the best-selling book Influence: The Psychology of Persuasion. I’ve adapted the themes and applied them to the world of professionals such as lawyers and accountants. … Continue reading
Lawyers are a self-critical bunch – too self-critical sometimes! I consistently hear lawyers saying ‘I’m no good at selling’ or something similar. This is where the world of ‘the inner game’ and tennis coaching comes in! One of the most … Continue reading
Many organisations measure their sales efforts in too binary a way – they either have work from other organisations or they don’t. I think this is a mistake. It encourages a particularly pushy style of selling, to get their contacts … Continue reading
