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Category Archives: Business Development and Selling
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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Influencing Skills for Professionals – The Six Principles
We all need to get better at influencing others: clients, colleagues, friends etc. Here is a summary of the best-selling book Influence: The Psychology of Persuasion. I’ve adapted the themes and applied them to the world of professionals such as lawyers and accountants. … Continue reading
‘The Inner Game’ for Lawyers
Lawyers are a self-critical bunch – too self-critical sometimes! I consistently hear lawyers saying ‘I’m no good at selling’ or something similar. This is where the world of ‘the inner game’ and tennis coaching comes in! One of the most … Continue reading
Posted in Business Development and Selling, Coaching and Training
Tagged Gallwey, inner game, non-judgemental, self 1, self 2
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Measuring Sales Relationships but not by Value
Many organisations measure their sales efforts in too binary a way – they either have work from other organisations or they don’t. I think this is a mistake. It encourages a particularly pushy style of selling, to get their contacts … Continue reading
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
Posted in Business Development and Selling, Leadership and Management
Tagged aristotle, ethos, logos, pathos, rapport, storytelling, trust
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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
Posted in Business Development and Selling
Tagged CRM, know your client, persistence, SWOT, thick skin
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Tony Reiss 
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