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Category Archives: Networking
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
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
Posted in Business Development and Selling, Networking
Tagged Gatekeepers, Getting past the PA, PA, Using charm to sell
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How Effective are Your Conference Calls?
Let’s face it, conference calls can be a nightmare! All those calls to the far side of the globe, sometimes at socially inconvenient times of the day or night, perhaps not knowing: why you’ve been invited to take part, who … Continue reading
Posted in Leadership and Management, Networking
Tagged chairing meetings, conference calls, efficient process, meetings, rigour
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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
Advice from Partners About Career Progression for Associates
I’ve asked partners in many different firms about how associates can maximise the chances of doing well in their careers. Here’s a sample of typical responses. Excellent associates take ownership – they don’t pass the buck What you know becomes … 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
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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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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Tony Reiss 
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