PROFESSIONAL SERVICES BUSINESS DEVELOPMENT AND MARKETING INSIGHTS

If you are in the business of creating a trusting relationship with your customers, then please do take 10 minutes to watch this...

Building relationships in business is key. When we communicate with people in a personal context, we know that they naturally like to be...

Put simply, reciprocity is a principle which follows by giving a little something you get a little something in return. Most often, this...

We’ve previously discussed the importance of building an influence strategy in complex sales and how it can help you target the most...

I have come across the statistic below more and more frequently over the last few weeks. I first saw it in a presentation by Fujitsu at...

Having read a great article titled "Want to master the art of negotiation? You need emotional intelligence" by Helen Brand (CEO of ACCA)...

Cross-selling is a key goal for most professional service firms and especially the law firms I talk to.   Done well, it can generate...

I had an interesting conversation recently with Sam Page here at Passle, during which he asked why Content is so influential in...

The morning alarm goes off and for the first time in the last few weeks, I hear my deafening alarm tone blare out. No Three Lions. No...

The sales nudge.  You really want to interact with a prospect or client but do not want to send a 'just checking in' or even worse 'just...

Pre-framing is an influence tool that allows you to shape someone's thought process about an event or topic before addressing it....

One of the first posts I wrote here was about the power of practicing reciprocity. From an influence perspective, reciprocity is the act...

When done effectively, qualification can be the difference between competing for the wrong projects and positioning your firm's expertise...

I have never been diagnosed with a syndrome and when a trusted colleague of mine decided to diagnose me with imposter syndrome, I was...

Preventing sales opportunities slipping from one month to the next will be a familiar exercise for all of you involved in the commercial...

I spend a lot of time thinking about how to get people to do something new.  All of you who are presently grappling with GDPR will know...