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In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices available to you: 1) State the fee is what it is. In this scenario, you are calling the…
This was an interesting question which dropped into my inbox. First let me give you the back story. The question came from a highly senior technical specialist who had been head-hunted from a small firm, for a senior role in a top 5 firm. The technical specialist, let’s call them Sheila, was being promised partnership…
As you open the door, you see a room full of strangers. All talking, laughing…. your heart sinks. How will you break into a conversation? Will anyone want to talk to me? Wouldn’t people blank me if I’m not a partner? Why am I here… when I could be….? Whatever your reason for not being…
You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us My concern is whether this project will get us the results we need Your fees seem to be quite expensive Do you think you have the people…
This is the second part of a 2-part blog post – the first part can be found here. Read on for more tips to help you win that bid. Use diagrams wherever possible As the saying goes, a picture is worth a thousand words, and this is very true for proposals. Many people find large…
Jon Baker, shares his top 9 tips for dealing with conflict in your team and workplace. Here are nine ideas to help you successful deal with conflict at work: Disagreement is not the same as conflict. Disagreement can lead to discussion and learning. It’s easy to sense disagreement and feel oneself getting ready for battle….
Being in practice can at times be stressful. How does the saying go? My job would be easy if I didn’t have any clients? You know, and I know that in the world of professional services your survival and career progression depends on you feeling good. Do you, like Heather and I, ever have any…
If you are going to work at peak performance, then you need to think differently about your health and well-being. Or as Chris William’s, performance coach to partners in the magic circle and Big 4, puts it, “Alternative Asset Management”. Most of us will find ourselves working at full stretch on the journey to get…
Many professionals hate the thought of selling, as this implies in their mind that they need to turn into a pushy second-hand car sales person. Consequently they have a very hands-off approach to their Leads, and potentially lose many potentially good Clients by this approach. Your aim when managing your Leads through your Sales Pipeline…
When Jo and I wrote ‘How to make partner and still have a life‘, we wanted to leave a legacy. In our combined 30 years in the professions, we had seen far too many able, clever and talented people fail to make partner, mostly because of a lack of knowledge of how the process works….
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