Category Archives: Business Development and Selling

Aristotle on the Art of Influencing

What did we ever learn from those Ancient Greeks? Well, quite a lot actually. Just take Aristotle for a start. He was interested in rhetoric and believed there were three aspects to the art of influencing. In his language these … Continue reading

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How Well Do You Know Your Clients? The Magic 10 Questions.

Client satisfaction surveys confirm that clients want their professional advisors to understand their business. But how well do you know your clients? Most firms allow partners and associates to work across a wide range of industries. This makes it very … Continue reading

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A Letter Designed to Get Past the PA

PA’s are guardians of their bosses time and attention. They have an important screening role. So there can be a challenge to work out how to get past the PA.Here’s an interesting technique. I came across it on LinkedIn and … Continue reading

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The Drain of Female Talent in Firms

Most firms tell me that they meet many more impressive young women than men when they’re recruiting. So there’s something wrong when this talent chooses not to stay and become partners. And firms are missing out big time! A major … Continue reading

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What it Feels Like Buying Lawyers and Accountants

It was David Maister, in his book Managing the Professional Services Firm, who first got me to think about the potential emotional states of buyers of professional services. David & I agree that a client rarely hires a firm solely on … Continue reading

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How to Write a Persuasive Email

Joseph Pulitzer the great journalist said: Put it before them briefly so they might read it, clearly so they will appreciate it, picturesquely so they will remember it and, above all, accurately so they will be guided by its light. … Continue reading

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Are Firms Paying Enough Attention to the Economic and Social Megatrends?

The world is changing and fast. That much we all know. But are we aware of just how quickly and in what radical ways? Clients obviously need to know this stuff. But advisors to clients need to know it too. … Continue reading

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