client service

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 …

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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 …

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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 …

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Strategic marketing alliances for professionals: How to make them work

In “What can Strategic marketing alliances do for professionals?” (click here if you want to read it) we talked about the reasons that every professional should consider having strategic marketing alliances as part of their lead generation activities. This article addresses the next step… Where do I start if I want a range of strategic …

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What can Strategic marketing alliances do for professionals?

Strategic marketing alliances help you generate warm leads; so warm that they often make a disproportionate contribution to the bottom line. Once clients have developed their tactical marketing plan (if you don’t use one, click here to read more about tactical marketing plans), we help them optimise it. The strategic alliance is one the entry …

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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

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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