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Business Development Clinic: 7 options to avoid lowering your fees for a client
Even if you have qualified your lead correctly, there are still times when your prospect is asking for a reduction in your fees. In this blog post we examine, how to avoid lowering your fees, so that you maintain your profit margin and STILL sign up the client. Unless you are in a competitive bidding…
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3 tips to help you decide on whether to focus on a niche
In many of our previous blogs we have discussed how to find your niche. (See 5 steps to finding your niche – part 1 and part 2, business development time savers: have a niche – part 1, part 2, part 3) You could say that we have examined the sixty million dollar question of helping…
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A tip to help you really shut off from work on your holiday
If you are reading this blog now, you may like to feel a little sorry for myself. I will probably be shivering in a field, camping with my family. Yep, that’s right, it’s our annual week of “hoping” that the sun will shine and the british weather will be kind to us. Anyway, this is…
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Business Development Clinic: 6 tips to get back in touch with old colleagues
Getting back in touch with people and old colleagues is something that many of us find difficult. Regardless of whether your motive is driven by a commercial need or you are just curious, it doesn’t make it any easier to get back in touch. However, for most of us, there is a huge amount of…
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The business card test of credibility
As I mentioned yesterday, I recently attended the Professional Speaking Association’s spring convention, Creativity Live (See here for 5 ways you can present like the pros). At the convention were many different forms of speakers, from a funeral speaker (yes, seriously) through to people who had run 250 marathons in one year. There was also…
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5 ways to truly present like the pros
I recently attended the Professional Speaking Association’s spring convention Creativity Live. What a day! I came away with many new ideas and ways of improving my professional speaking. In this blog post I am going to share with you some of the key points and learnings which I got from the top professionals. Slides We…
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Business Development Clinic: How do I qualify a lead?
Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We asked him, did he qualify his leads at any stage in the business development process. He looked at us blankly… This is…
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Why have I asked my coach to inflict pain on me?
I’ve just done something very stupid. Yes, incredibly stupid. I have asked my coach to inflict pain on me on a daily basis over the next 14 days. Seriously. The problem is, (deep breath for confession time) I have let myself get disorganised. I’ve had the luxury of not having a boss for the last…
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The 4 different routes to partnership
This article first appeared in top-consultant.com . If you currently work in a professional services firm, or have ambitions to move into this field, ‘making partner’ is often the holy grail of the career-minded individual. Heather Townsend and Jo Larbie, authors of ‘How to make partner and still have a life’ explain the four different…
