market intelligence

The class tart stole my prospect

Have you ever been working on a prospect and found that somebody else “stole them”? What might make it more annoying is when you realise who stole it and know that they don’t deserve that sale, they’re not as good as you and they display all the wrong behaviours? Does that feel really annoying? In fact …

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being professional

5 ways to tweet your way to referral success

To tweet or not to tweet, that is the question? With apologies to Shakespeare, that is the question, which many accountants and lawyers are pondering. Is Twitter a waste of time or a serious business marketing tool? In my opinion, and that of the managing partner with whom I was lunching yesterday, the answer is …

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How to become a rainmaker

In my experience most professionals, such as lawyer, accountants, architects, consultants would not describe themselves as rainmakers. (even though many professionals wish they could become a rainmaker) From my time spent working with professionals who have business development responsibility, I know that many of them have from time to time wished they could outsource their …

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Who currently services your target clients?

I’m going to ask you some potentially tough questions now… 1) have you identified a target list of clients you would love to act for? 2) do you know who acts for them now? 3) do you have a relationship with any key decision makers in those businesses? 4) do you know why you should …

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