In my view, most firms make it too easy to say ‘no’ to pitching for work. Here are 8 reasons to say ‘Yes’ to a Request For Proposal (RFP) you don’t think you can win.
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If you’ve been on my mailing list or reading my articles on LinkedIn for more than 12 months, you’d probably know that at this time of year, I like to send out the same email entitled: “Sweet. Glorious. Nothing.” This year I thought I’d do something different …
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If 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.
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Silly 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.
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As professionals we often think we need be the dominant player, setting the course and steering the ship. But the best ideas usually arise when we’re surrounded by ambiguity.
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Anyone who’s read my articles for any length of time will be aware of my contempt for pushy cross-selling. But that doesn’t mean you shouldn’t be servicing your clients by joining with your firm’s other sections, areas or practice groups; far from it.
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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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A lot of firms worry about having partners run their client feedback. You shouldn’t be one of them.
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Q: How do you motivate a busy professional to write an article? A: You can't. So here's 7 steps to make it easier for everyone...
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I want to hear from you…
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If you’ve lost a pitch and they won’t tell you why here are 7 things you need to do to get over it.
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Have you ever noticed your Partners are reluctant to follow through on client feedback plans? Here’s why …
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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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'Delighting' clients is a goal that puts Herculean pressures on professionals, offers low marginal value to clients, and increases costs of doing business. So what to do?
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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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If your Associates had the chance, they’d probably change a lot about your firm - especially when it comes to the way you’re helping - or not helping them - develop their careers. And I think they are onto something.
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Referral relationships are all about reciprocity. But sometimes we’re just not in a position to refer work back to someone who sends it our way. So, if you find yourself without any clients to send back to your referrer, here’s what you can do.
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This is the very best Christmas gift you can give yourself, at least from a business development point of view….
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As 2021 draws to a close it’s never been more important to turn off your computer, close the door to the office and walk away from your work. But before you go, some advice about your out of office message (and what not to say).
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Saying thank you isn’t just good manners, it’s also good for business
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