6 ways in which what clients (really) want has changed in the last decade
Do you or your practice know how to deliver good client service? Read this article for tips and techniques to deliver excellent client service every time.
5 secrets to confidently and successfully give clients bad news
How to give clients bad news As a professional advisor, e.g an accountant, lawyer, or consultant, there are always going to be times when you need to give a client some bad news. The challenge is always how to deliver the news in a way which makes you feel confident that you can cope with…
The 7 deadly sins of client service
Good client service does not happen by accident. Read on for the seven deadly sins of client service
Blog | Building your client portfolio | Business Development Habit | client service | Developing Your Brand | Increasing Your Profile | market intelligence
9 excellent ways to truly understand what your clients will want to buy
Last week I was helping a group of consultants start the process of winning their own new clients. Many of the consultants, similar to most accountants and lawyers, had a mental block with the word selling and the ‘ra-ra’ element of starting to market themselves. (The ‘ra-ra’ is their words not mine). After all, most…
Blog | Building your client portfolio | Business Development Habit | client service | Developing Your Brand | market intelligence | The skills you need to sell your services part2
5 essentials you need to discover about your clients to get them flocking to your door
The top rainmakers tend to be talking with prospects before they are ready to buy. This is because the earlier you can get to a client, the more likely you will be the one they trust to help them solve their problems. However, to do this, you need to understand what they are thinking, and…
Business Development Clinic: why even the best networkers don’t win business from networking
In this Business Development Clinic, we consider what you need to have thought about and researched, BEFORE you go networking – even if you are meeting the right people. Let me tell you a true story of a good friend of mine. Let’s call him Steven. He took the decision to move from the relative…
Business Development Clinic: Are you really client focused?
This is the fourth blog in a series by Martin Bragg, highly experienced business development expert with 20 years experience in professional service firms. Martin has worked in business development for major international law firms including the magic circle and for accountancy practices in the big four and beyond. (See here for Martin’s 1st, 2nd and 3rd blog) In this…
Business Development Clinic: Actions speak louder than words
This is the third blog in a series by Martin Bragg, highly experienced business development expert with 20 years experience in professional service firms. Martin has worked in business development for major international law firms including the magic circle and for accountancy practices in the big four and beyond. (See here for Martin’s 1st and 2nd…
Business Development Clinic: Only promise what you can deliver
This is the second blog in a series by Martin Bragg, highly experienced business development expert with 20 years experience in professional service firms. Martin has worked in business development for major international law firms including the magic circle and for accountancy practices in the big four and beyond. (Martin’s 1st blog post can be found…
Advancing Your Career | Blog | Building your client portfolio | client service | delegation | Managing others | Managing yourself | Personal Development | Personal efficiency | Planning & Goal Setting | Training & Development
Barriers to firm growth: keeping it all up in your head
For the 1st time ever I was heckled during a keynote speech. I know, it had to happen at some point… but despite my polite acknowledgement, it was a battle I couldn’t win at that point in time. So, what produced the emotion from my delegate? It was the suggestion that if firms are to increase…
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