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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
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
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
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
Posted in Business Development and Selling
Tagged building the value, must haves, negotiation, nice to have, win-win
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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
Business Development in Professional Firms is Still Lacking – Part 2: The Remedies
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
Business Development in Professional Firms is Still Lacking – Part 1: The Problem
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
How to Build Greater Rapport with Clients
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
Posted in Business Development and Selling
Tagged J Powell, levels of communication, rapport, trusted advisor
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