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Category Archives: Business Development and Selling
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
How to Meet Your Contact’s Boss
You might have a really good relationship with a senior person, for example the HR Director, General Counsel, CFO, etc but feel the need to build a relationship with the CEO or Chair to help win a big strategic project. … Continue reading
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
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
Posted in Business Development and Selling
Tagged 10-point scale, BD, Business Development, cross selling, pipeline, pitch
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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
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
Tony Reiss 
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