Business development
for professionals

Home

Blogs

Sector marketing: the quest for the Holy Grail continues

In PwC’s annual Law Firms survey one of the key trends highlighted among mid to large size firms is the appetite for continued development of sector expertise to differentiate firms in their increasingly competitive chosen markets and to satisfy ever more demanding clients.
Read more

Lazy piece of meat

Why traditional training methods need to integrate new ways of learning. According to neuroscientist Gregory Berns, the human brain is just “a lazy piece of meat”. Compare your brain to a student.
Read more
  • Nov 14, 2015
  • Matt Varley
  • 0 comments
  • disguise

The end of expertise? Or the start of positive relationships

Here's an interesting piece from Harvard Business Review about the importance of inter-personal skills...  it's all about who you know! 

https://hbr.org/2015/10/the-end-of-expertise

Read more
  • writers_block

Writer’s block? 10 steps to help lawyers engage online

Let us begin with a number. O.51. It doesn’t sound significant does it? But it is at the heart of the marketing and business development challenges faced by every law firm in the UK.  In a survey carried out in 2014, a calculation was made of the number of knowledge pieces written and posted online by the top 200 UK law firms.

Read more
  • May 12, 2015
  • David Bittiner
  • 0 comments
  • mind_the_gap

Mind the gap

I stepped off the tube at Bank Station on Tuesday and thought of 2 things: That I’m hot. (Not, I’m afraid, a Bradley Cooper or even Scarlett Johannsen hot – more a “middle-aged man in a suit on the tube on the hottest day of the year” hot). Oswald Laurence. You may not know Oswald, but you may have heard him. He made one of the original “Mind the Gap” recordings – the iconic polite but firm instruction heard at tube stations throughout London.
Read more
  • not_listening

Engaging the difficult partner

The Believer, Generous John, Mr Brightside, the Professor, the Gut Truster.

All ‘handles’ given to characters in a recent series of TV adverts for a well-known chain of online bookmakers. Each was labelled according to their betting style and behaviour.

Read more
  • Mar 16, 2015
  • David Bittiner
  • 0 comments
  • one_hit_wonder

Make sure you’re not a one-hit wonder

In your first meeting with a prospective client it is likely that you will have:

Read more
  • cold_calling

Next time you are meant to do some cold calling, light the fire and make some hot calls instead

Cold calling often brings a shiver to the spine. Many fee-earners and even professional sales teams shudder at the prospect of an afternoon stretching in front of them with just a phone and a list of ice-cold prospects. Here are two great ways to take the chill out of things...
Read more
  • Feb 06, 2014
  • Matt Varley
  • 0 comments
  • burnt_cake

Why some Professionals are Amateur at Sales and Marketing and 10 ways you can help them

This article was originally published in PM Forum Magazine some while ago - but we don’t think much has changed since.

When I explain to people what I do – “Help lawyers, accountants and consultants to build relationships and sell” – the response that comes back most often is “Golly they certainly need help” – or words to that effect.

Read more
  • Feb 01, 2013
  • Peter Kane
  • 0 comments
  • stop_and_read

Stop, read this before recruiting

Many firms are now re-discovering their lust for growth.

If you are looking at a mountain of initiatives – and do not want to spread yourself too thin, what should you do?

Smaller teams, same challenges

Read more
  • Jan 17, 2013
  • Matt Varley
  • 0 comments

Pages