Category Archives: Business Development and Selling

Matter Management Matters – Improving Quality and Efficiency

I’ve delivered dozens of workshops on this topic and always get the same reaction to the question ‘Who is responsible for what aspects of a matter?’ There are blank faces, because there is typically no clear answer. The implications of … Continue reading

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Marketing and Compelling StoryTelling

All of us construct narratives about ourselves – where we come from, what we do, where we are going. The kinds of stories we tell make a big difference to how confident we are marketing ourselves and our products or … Continue reading

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Economists are Wrong! Clients Buy Based on Emotions

The conventional belief of economists (and all other scientific, logical disciplines such as finance and the law) is that people are logical. What nonsense! Homo sapiens is a highly complex creature that is difficult to comprehend. But we buy based … Continue reading

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Why Professionals Just Focus on Earning Fees…

…And don’t do all the other good things they should. What sort of things am I talking about? It’s the non-billable stuff, such as business development, managing key accounts, generating knowhow and sharing it with colleagues, introducing clients to colleagues … Continue reading

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How to Measure Your Sales Pipeline

Firms tend to measure sales predominantly. This is understandable. Sales are important and the figures tend to be indisputable. But might this measure discourage sufficient activity in developing the sales pipeline? One firm I worked with found that it took, … Continue reading

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Tactics for Generating More Internal Referrals

Too many professionals sit in their office expecting others in the firm to bring them work or introductions to clients. They probably won’t! Why? Because: they don’t really know what you do and they don’t fully trust that you will … Continue reading

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How to Be More Creative at Work

The results of client surveys are clear. Clients are increasingly looking for more creative solutions to their problems. So let’s get more creative! In a previous life I led the project team that invented CLOVER – the first spreadable ‘butter’. … Continue reading

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All Advisers Should Have a Personal Marketing Plan

And it’s easy to write one…here’s how! Firstly, why is a personal plan important? There are several reasons, but a key one is that it makes your career less open to random chance and makes you more focused on doing … Continue reading

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How to Deal with Objections when Selling

When selling your services, you are bound to receive objections and need to deal with what feel like tricky conversations. Here are some tips for dealing with push back from clients. Firstly, what type of conversations am I talking about? … Continue reading

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