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Category Archives: Business Development and Selling
Quality – Does Your Firm Always Deliver?
I was really proud when my old firm, Cameron Markby Hewitt, became the first City firm to be accredited as an Investor in People (IiP). The standard helped us improve so many practices, particularly business planning and investments in training. … Continue reading
Ten Big & Easy Tips to Win More Pitches
PITCH PERFECT is a new book designed to help professionals win more pitches. These tips come from the world of selling and have been adapted for professionals such as lawyers, accountants, surveyors etc. Don’t wait to be asked to pitch … Continue reading
Posted in Business Development and Selling
Tagged ask questions, evidence, features & benefits, pitching, rapport, Selling, valu-for-money
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PITCH PERFECT – a new book to help lawyers win more pitches
I’m delighted to announce the arrival of my new book, written for lawyers to help you win more pitches. I thought you might like to see an excerpt. I wrote the book because the smart firms are deciding not to … Continue reading
Posted in Business Development and Selling
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Improving Profitability Using a Simple Diagnostic Tool
With the economic downturn, most practice groups are finding it harder to maintain margins, let alone increase them. Firms seem to be a bit stuck, not knowing what to do to tackle the problem. Part of the reason this can … Continue reading
Stop Chasing Clients – Get Them to Come to You
Are you fed up calling and trying to get appointments to win new clients? Is all that rejection affecting your self-esteem? How about a world where prospective clients beat a path to your door? Wouldn’t that be great? But how … Continue reading
Posted in Business Development and Selling, Networking
Tagged credibility, insights, making appointments, rapport, thought leadership
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Why it Takes Three Years to Win Serious Work from New Clients
Most professionals enjoy doing the work but don’t like the act of getting it. When they’re busy on chargeable work, they tend to do very little business development. And they have the perfect excuse – trying to ensure the current … Continue reading
Posted in Business Development and Selling
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Selling Strategies for Mid-Size Firms
Are the global elite firms unstoppable? What should mid-size firms do to compete, other than merge to get bigger or get taken over? I believe there are several attractive value propositions for mid-size firms, but they need to be sold … Continue reading
Powerful Selling Questions – Here’s a Hierarchy
Eric Vogt, a strategy and leadership consultant, has considered how to phrase powerful questions and has spotted some fascinating patterns. Those of us needing to be better at selling could learn a lot from his analysis. The Linguistic Architecture of … Continue reading
Value Propositions by Numbers
Many people find it hard to articulate exactly what they’re offering to clients and to do this in a persuasive way. In essence we all need to get better at explaining why others should buy our product or service. Originally … Continue reading
Posted in Business Development and Selling, Networking
Tagged benefits, competitors, evidence, HR, Selling, value, value propositions
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Tips for Business Women Networking with Men
There are lots of general tips about networking and working a room. But I’m picking up (using my feminine side?) that many women have some issues relating to networking for business with men. Some of the issues I’ve either seen … Continue reading
Tony Reiss 
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