Category Archives: Networking

The Art of Asking for Referrals – The Power of Word-of-Mouth Marketing

Asking for referrals is probably one of the most effective business development activities. It costs you nothing and yet can have a hugely positive effect on your income stream. It seem obvious to me that it’s so much more powerful … Continue reading

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How to Start Being More Impressive and Effective

We are who we are!  Can’t change!  Take us or leave us!  Right?  Well, possibly. But what would it look like if we could change? Would we be more effective and enjoy our work more? This article will be particularly … Continue reading

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Really Impressive Presentations to Win the Pitch

The work is rarely won just from doing a great presentation. There is often a firm favourite before the presentation starts as a result of how well they have impressed up to now, in terms of their initial response and … Continue reading

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Building Rapport on the Phone

Do you have important discussions on the phone and find some of them difficult? How good would it be if you could always have two-way communications, where both of you really communicated and understood each other? If I’m coaching on … Continue reading

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Short of Work? Five Simple Steps to Stimulating Short-term Income

Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading

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The 10 Commandments for New Partners

 I’ve had the great pleasure of working with a number of inspirational managing partners, particularly on programmes designed to help senior associates  transition successfully to their new role as partners. Here is my synopsis of some of the best advice … Continue reading

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A plea to stingy clients – written by John Ruskin in the 19c, yet relevant to today’s market

Some useful advice to law firms on pricing…. “There is hardly anything in this world which some man cannot make a little worse and sell a little cheaper and the people who consider price alone are this man’s lawful prey, … Continue reading

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The Winston Churchill Close to a Sales Pitch

Those brought up in the world of commercial selling are trained in the art of closing – the process of encouraging the prospect to take a step towards buying your product or service. Many of us find it hard to … Continue reading

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Preparing for relationship-building meetings with clients – an 8-step process

The tips set out below describe what needs to be done before meetings with clients to maximise the chances that the meetings will develop closer and stronger relationships. The preparation falls into two elements: some research to understand the background … Continue reading

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Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling

As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading

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