Category Archives: Business Development and Selling

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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Pricing for Profit for Professional Firms

Margins for professional firms are under pressure. It’s a tougher, more commercial world and clients are becoming more demanding when negotiating on fees. Here’s the 3-step process we used in my consulting firm to improve margins: Establishing and building the … Continue reading

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How to Walk in Your Client’s Shoes

We all know we should try to put ourselves in our client’s shoes. But it can be hard to do that when there’s so much going on in our own shoes. So here are some thoughts about what clients might … Continue reading

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Selling is About Asking the Right Questions – Try BICS

The average professional adviser talks too much in selling situations. The art to winning work is to build credibility, rapport and trust in client relationships. And the best way to do that is primarily through asking questions and demonstrating that … Continue reading

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