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2 ways we restrict ourselves from winning business when the pipeline is low 30 Jul 2013 | 12:55 pm
I think that we can agree that the way that buyers of professional services like to buy from their suppliers has changed. For example: The FT Effective Client Advisor Report 2012 found that: 40% of ...
3 reasons why being a diligent networker is not enough 23 Jul 2013 | 12:18 pm
In this blog post, I explore why accountants, lawyers and consultants need to do more than just be a diligent networker if they want to win business via their network. A good friend of mine took the ...
17 ways to get more referrals from your existing clients 16 Jul 2013 | 12:25 pm
Last friday I found myself sitting alone in the relaxing surroundings of Wrest Park’s cafe. The weather was warm and I was kid free. It’s in these moments that I find the writing starts to flow. Many ...
7 ways to get your fee earners to regularly produce content for you (without moaning) 9 Jul 2013 | 01:15 pm
Getting fee earners to help you produce content for your firm’s marketing and business development efforts can sometimes feel like trying to get blood out of a stone. After all, as they keep telling y...
4 decisions partners will need to take to get more referrals from existing clients 2 Jul 2013 | 12:57 pm
Over the last couple of weeks I have focused fairly strongly on the subject of extraordinary service. For those of you who have missed these posts, the key messages to take away are as follows: if yo...
What happened when a conference venue forgot my lunch… 26 Jun 2013 | 12:54 pm
I was salivating… a bacon sandwich was coming my way. Not just any bacon sandwich, but one which I, as a coeliac, could safely eat. This was the first time in my career as a trainer, conference speake...
Learn from one cafe’s mistake on twitter 25 Jun 2013 | 12:35 pm
As I have mentioned a few times on recently in this blog, I am a coeliac. You may have noticed that food is a fairly frequent topic of my blog. As well as eating other people’s food, I’m also rather i...
How one small B&B gave me far better service than a £400 night 5 star hotel 19 Jun 2013 | 12:31 pm
My husband’s Nan lives in Lowestoft, which is just a bit too far for us to make it there and back in one day. Which means we tend to head over there a couple of times in the year, and stay over in a B...
3 ways to check if your firm is guilty of ‘me too’ marketing 18 Jun 2013 | 12:23 pm
As I wait to catch my train into London, 3 posters caught my eye. They were all encouraging me to bake cakes to raise money for charity. Now those that know me will know that I am very partial to a bi...
Are you an integrated firm, or a collection of sole practitioners? 12 Jun 2013 | 01:26 pm
I recently had the delightful experience of listening to some live jazz. Now, I love live music and if it is easy listening jazz, I’m halfway to heaven. The jazz trio actually turned out to be a jazz ...
