Everyone wants to be trusted, yet trustworthiness is hard to pin down. Early in your career, most of your trust is borrowed from your qualifications, your firm and the people who vouch for you. Here is how that works, and four habits that build a record of your own.
Read MoreInternal referrals are the cheapest growth your firm will ever buy, and the easiest to lose. When a colleague refers you work they lend you their standing with someone they value, so they weigh up rather more than whether you're any good at the job. Here are 8 of the questions on their mind…
Read MoreInvesting a little time in your small talk has the potential to pay off big. Here’s why.
Read MoreBD can be more difficult if you don’t fit the stereotype…
Read MoreIf you left your firm would your clients follow you to a new one?* If you don’t know then your probably don’t know your clients well enough.
Read MoreYou 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.
Read MoreBeing 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…
Read MoreMany, if not most, group retreats fail to achieve everything they really should. Here are 8 common reasons they fall apart.
Read MoreYou don’t have to abandon your BD efforts just because you’re slopping about the home in athleisure.
Read MoreProfessional services firms that fail to properly utilise their experienced talent do themselves no favours.
Read MoreThe coffee catch-up is now officially dead thanks to COVID-19. I think that’s a very good thing too.
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