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Category Archives: Business Development and Selling
Profile-raising – What Works and What Doesn’t
Are you measuring the effectiveness of your marketing activity? Most firms aren’t, despite spending large amounts of money on marketing. Part of the problem is that firms are not always clear what their marketing objectives are. For example, are they … Continue reading
Effectiveness of Different Marketing Activities
Below is a list of marketing techniques and my own personal views as to what typically tends to be effective (ie provide value for money) and what isn’t. Look out for those activities with a low score (because that’s good) … Continue reading
How to Cross Sell – Forget E-mail and Get Personal!
Consider this typical scenario. Tom is a tax partner. He’s got a really good insight that is probably relevant to many of his firm’s clients. How should he go about telling his fellow partners and winning instructions? The obvious answer … Continue reading
Posted in Business Development and Selling, Networking
Tagged benefits, cross selling, forget email, Get personal
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Effective Networkers are Shameless!
Being a good networker pays off – but it requires skill as well as shamelessness according to the Schumpeter column in The Economist . Many people protest that they would rather devote their time to real work than to schmoozing. … Continue reading
Keeping in Touch With Clients Between Deals – Ten Reasons for Picking Up the Phone
Many firms are trying to change the nature of their relationships with clients – to be more relationship-orientated and less transaction focused. But lawyers and other professionals find it difficult to pick up the phone to clients between deals. What … Continue reading
Five is the Key Number for Business Development
For Noah the key number was two, as in ‘two by two’. For professionals needing any guidelines for their investment in business development activity, the key number to remember is five. Here are a handful of reasons why. The number … Continue reading
Posted in Business Development and Selling, Networking
Tagged benefits, contacts to clients, insights, preparation, prioritising, research
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Do Leaders Have to be Heroes?
The traditional view of leadership is that leaders are a kind of hero – the commander on a horse saying ‘follow me!’ Heroes are experts. They speak with confidence and authority. Heroes are clear about what is right and what … Continue reading
Why Clients Cannot Receive GOOD, FAST and CHEAP Service
There is an old saying: Here’s why this makes sense. For a start we need to define our terms. ‘GOOD’ doesn’t mean ‘not bad’! It means rigorous. It means putting your best brains on the job and providing all … Continue reading
Cross-Selling – The Art of Internal Pitching
My thesis on cross selling is quite simple – it doesn’t work in most firms because: the culture and metrics/rewards work against it happening partners don’t realise they should see cross-selling as, in essence, internal pitching. Getting the Culture Right … Continue reading
Tony Reiss 
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