Investing a little time in your small talk has the potential to pay off big. Here’s why.
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BD can be more difficult if you don’t fit the stereotype…
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Shutting down your phone and talking frankly could be the key to growing your practice. Here’s why.
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There’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?
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You invested nights and weekends in a pitch, only to learn someone else won—with zero explanation why. Here's the 7-step framework for turning pitch losses into strategic intelligence: from demanding debrief commitments upfront to conducting cost-benefit analysis on whether to pursue similar work again.
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When used correctly, a Net Promoter Score can be a wonderful tool for helping build a stronger, more profitable professional services practice. it’s shame most firms get it so wrong…
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Being ignored by someone who asked you to contact them is one of the most frustrating and, frankly, humiliating things we can face as professionals. So if you’re being ‘ghosted’, here’s what to do…
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Enjoying your work is an important, and often overlooked, part of building a successful practice. After all, if you’re not happy doing what you do, bringing in even more of the same won’t cure anything.
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