You've spent hours preparing a 45-minute talk. And then it's over. Most professionals walk away thinking "that went well" and leave it at that. My three-stage framework: (1) Preparation + (2) Presentation + (3) Amplification turns one talk into weeks of business development activity.
Read MoreWhen uncertainty rattles business confidence, the best marketing is to show you’re there for your clients. It’s a purposeful way to connect and position yourself as the trusted adviser they need right now. We show you how to do just that…
Read MoreBack in 2005 this research provided ideas for Marketers in professional services firms who wanted a seat at the leadership table. I think its just as relevant today.
Read MoreInvesting a little time in your small talk has the potential to pay off big. Here’s why.
Read MoreSilly season will soon be upon us, and if you’re an introvert like me, chances are you could be dreading it… That’s why I’ve come up with these tips to help you find it both rewarding and (dare I say) enjoyable.
Read MoreThere’s a trend among professional services firms to doing more training online. But is it effective when it comes to building networks and learning the right way to do BD? Or are you better off going back to face to face?
Read MoreMost law and accounting firms know newsletters showcase expertise and generate leads, but execution is difficult. Here's the 6-step framework: make the process quick (48-hour approvals), easy (question templates), shareable (integrate with blog/social), professionally packaged, cross-promoted, current, and high-quality.
Read MoreThe coffee catch-up is now officially dead thanks to COVID-19. I think that’s a very good thing too.
Read MoreIs your firm's professional image attracting clients or driving them away? From outdated websites to mismatched office spaces, many law and accounting firms unknowingly repel the clients they want most. Discover the psychology behind first impressions and how to align your firm's image with your actual capabilities.
Read MoreIt’s become fashionable to criticise awards and directories but some really are worth the effort while others need to be put on furlough (or put an end to).
Read MoreThe networking events at this time of year can be a boon for BD, or a drain on our energy levels. The difference often comes down to how you approach it.
Read MoreFour corporate GCs of US Companies gave their unvarnished opinions of law firm marketing at the legal sales and service conference in Chicago. Here’s what they said …
Read MoreChristmas cards trigger the conversation, but the real issue is Relationship Capital. Handwritten notes outperform e-cards because they demonstrate effort, create tactile memory, and become part of rituals. Learn when to send notes, what to write, and a year-round system that builds relationships without December panic.
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