Author Archives: Six.Two.Eight

Why do I make such a bullish claim?  Well, most people agree with the notion that success in professional services hinges on two things – – A quality product/ service that people want to buy – Strong relationships So, with than in mind how does reciting an ‘elevator script’ or spouting benign sales patter do either?!Continue reading “Speed networking is rubbish!”

Some law, IP and accountancy firms are still looking for marketing magic wand, some brilliant new idea no one else has ever had.   The reason they can’t find it is that it doesn’t exist! My suggestion?  Instead of searching for something that doesn’t exist, check that you’re doing the basics listed out below; these simple tactics willContinue reading “The 10½ BD basics that will improve the effectiveness of your business development overnight”

Thought leadership is about positioning yourself as a ‘go to’ professional, an expert in your field. Advertising and sponsorship won’t do this. Nor will brochures and websites. Here are 3 practical ways to become a thought leader: 1. Create interesting/practical/easy-to-understand new content This is more to than just publishing articles on your firm’s website orContinue reading “What is thought leadership and how do you become a thought leader?”

If you’re of a similar age to us you’ll remember this Sun headline from 1986. That’s because headlines sell.  They grab readers’ attention.   So if tabloid sub-editors, advertising copywriters and even politicians get that, why are the headlines/titles on professional service firms’ e-bulletin, newsletters, fliers, presentations and pitch documents so dull?!! They don’t engage the audience soContinue reading “Freddie Starr Ate My Hamster!”

The first question to ask yourself is “are you presenting to the right audience?” All too often I see lawyers and accountants hosting training events, investing loads of time to prepare talks that will give away loads of valuable content for free.  The only thing is hosting events costs a lot in terms of time, budgetContinue reading “People keep telling me that when give talks, seminars or workshops they rarely win any work … what can be done to get better outcomes?”

Perhaps you’re accountants and the other party were solicitors? Did the meeting go like this? The most senior person began by introducing him/herself first – “Hello, I am [x] and I joined [y] in [year of joining the firm] and I am a [specialism].” And then the next most senior person performs the same ritual.  AndContinue reading “Have you ever had a team on team ‘get to know you’ meeting with another firm?”

If you are it’s likely you find it difficult to attend networking events. Breakfast events interfere with the school run and after work events clash with your child’s football/rugby training, piano lessons or maths club … things I can just about remember though now I’m more stressed about them actually coming home at night andContinue reading “Are you the person in your family primarily responsible for childcare? And is childcare getting in the way of your BD?”

One issue I see all too often is professionals getting preoccupied with seeking instructions and referrals in follow up ‘coffee’ meetings.  However, a good relationship is never all about instructions and referrals.  There is a multitude of other ways for you to add value to your professional relationships so you get closer to your contacts. So whatContinue reading “You will know just how much importance I attach to follow up …”