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Tag Archives: law
Do you want to get better at pitching?
Tired of losing too many beauty parades? A one day open workshop is available to get state-of-the-art pitching skills. You’ll work in competing teams and do a pitch in a day. It’s great fun! You’ll learn how to get on the inside … Continue reading
Posted in Business Development and Selling
Tagged beauty parades, law, pitching, tricky questions
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Consultative Selling for the Professions – Seven Simple Steps
My article on Procter & Gamble’s seven selling steps has been popular. It covered the process that P&G found worked for their sales specialists while on a call (state the idea, explain how it works, reinforce key benefits etc). In … Continue reading
Posted in Business Development and Selling
Tagged accounting, after-sales, BD, closing, consultative selling, law, Law firm, P&G, planning, Professional services, Professions, PwC, research
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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
Posted in Leadership and Management, Managing Change, Networking, Strategy
Tagged 10 commandments, law, Law Firms, Leadership, new partners
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How to Create the Optimum Coaching Climate -an ideal process to start a coaching discussion
When athletes are getting ready to run their race and achieve the best they can, we see them prepare. They know the importance of being ‘in the zone’. They prepare physically, warming up, loosening their muscles, stretching. They prepare mentally, … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged accounting, coaching, law
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