Maintaining a good LinkedIn profile

LinkedIn is an important tool in both creating and maintaining business relationships. Generating and retaining your profile is an essential part in developing your presence on LinkedIn.

Read more

Non Stop Referrals

Business Development for professional services firms requires structure, to function effectively. To ensure the BD process is adhered to in this way, it is essential to make full use your network of contacts, and set up your own Referral Machine.

Read more

5 Drivers for Success

Sales processes need to be organised to be effective. A successful approach to selling is multi-faceted, so you need to be flexible enough to give each element of the process due attention, but organised enough to ensure these elements work for each other.

Read more

Is CRM for my Practice?

If you are serious about customer service and the resulting benefits in growth, then you need a firm wide plan in managing your customer relationships.

Read more

Designing difference…Specialising by sector

For professional practices, differentiating through specialisation seems the one true sustainable ‘strategy’. The argument then ensues; by service or sector?

Read more

Selling, it’s just a chat!

The accepted approach to selling professional services face to face is to create rapport and discover a hook to hang your services on by asking lots of interesting questions.

Read more

Handling Objections

“It’s too expensive… I’m really happy with the people we use. ….We were really looking for a larger practice….. The people we use are only down the road…”

Read more

Marketing Matters

Peter Rosenwald discusses the importance of having effective marketing processes in place during a recession.

Read more

Telephone Marketing

Telephone Marketing – Your chambers route to new business

Read more

The Importance of Decision Makers

It is your responsibility to understand the decision making process and then engage with it to overcome their procrastination.

Read more