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Initiatives are just like buses...

You’re ready to launch one…and two others come along at the same time. We’ve noticed that professional service BD teams are ramping up activity after a couple of quiet(er) years and the market is awash with new roles. Which is great! But many of our clients and contacts are telling us that they’re struggling to find the right candidates. Not so great.
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  • Mar 19, 2014
  • Neil Dymond
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  • HW Fisher & Company, Chartered Accountants

HW Fisher case study

Top 30 Accountancy firm, HW Fisher, are a commercially astute firm working with entrepreneurial small and medium sized businesses and high-net worth individuals. Clients come from different backgrounds and are active in many different sectors, with much of new business coming from client referrals and general word of mouth.
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  • Cold calling - phone box covered in snow

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...
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  • Feb 06, 2014
  • Matt Varley
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Woolly jumpers are not the solution to rising energy prices

Creating valuable content will help sustain your rates though.

While the big energy companies have us by the short & curlies, buyers of professional services increasingly realise that they can shop around for a better deal. This means that you should jump at the opportunity to prove your worth.

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  • Oct 23, 2013
  • Matt Varley
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Never mind the marginal gains, haven’t we got bigger things to worry about?

Should professional services firms be concerned about marginal improvements when there are so many opportunities for substantial gains?

There’s an expression in amateur sporting circles, “all the kit and still sh*t”. At least that’s what my brother says about some of the other members of his triathlon club. They spend a fortune on top of the range kit when getting the basics right like training regularly and adopting a healthy diet would produce much better results.

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  • Oct 08, 2013
  • Matt Varley
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  • Sir Bradley Wiggins

Marginal gains – if they can work for Sir Wiggo...

…perhaps multiple small improvements in your firm’s business development efforts can have a huge impact on overall performance.
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Could you and 10 of your mates beat the Aussies at cricket?

Last week Sir Richard Branson posted his thoughts on the lessons that our recent run of good form in the sporting world has for business. Without wanting to blow the England trumpet too soon I thought I’d provide some thoughts on how the same lessons can help professional services business development teams beat the competition.
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Just be yourself!

It’s important to be authentic but just how authentic do you need to be? There is an old episode of Only Fools and Horses where Rodney gives Del some advice on how to get a date with a girl he has met in The Nag’s Head, “just be yourself”, he suggests, Del responds “leave it out Rodney, I want to be in with at least half a chance”.
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  • May 07, 2013
  • Matt Varley
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Can Infographics Influence Sales?

In my last blog post I mentioned that we are exploring ways of using Infographics to give our clients’ marketing and business development a fresh feel. We have recently started working with David Sloly who wrote the blog post below on how Infographics can help professional service firms win more business.

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  • Apr 10, 2013
  • Matt Varley
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Is it time for plan B yet?

It helps to have a plan B when it comes to business development, football and the economy.
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  • Mar 18, 2013
  • Matt Varley
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