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Work in Poundland for free! What’s in it for me?

Whether you’re selling professional services or trying to convince someone to work for nothing a little understanding of what makes people tick goes a long way.
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  • Feb 18, 2013
  • Matt Varley
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What has finding Kauto Star in your lasagne got to do with winning pitches?

A few years ago I went to a restaurant in Nairobi called Carnivore. For my main course I chose the zebra and very tasty it was too. So why all this fuss about a bit of horse meat in your lasagne? If you order a zebra steak and you get a zebra steak you can be pretty pleased that you got what you asked for. If you order a 100% beef burger and end up with half cow, half horse you’ve got a right to be disappointed.
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  • Feb 11, 2013
  • Matt Varley
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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.

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  • Feb 01, 2013
  • Peter Kane
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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

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  • Jan 17, 2013
  • Matt Varley
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How joined up is your marketing and business development?

Did you know that 70% of the prospects visiting your website today will eventually buy a product from you or one of your competitors? (Marketo, 2012). They probably don’t want to speak to someone in person yet because they are busy finding out as much as they can about your firm before they do.

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  • Jan 09, 2013
  • Matt Varley
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