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Never mind Happy Mondays twisting melons, ‘How Do You Squeeze Lemons’?

26 February 2015

Many lawyers, accountants and IP professionals are disappointed by the results from their personal marketing. Have you followed good advice (e.g. to talk at third party events, get articles published in magazines read by your market, follow up conversations from networking, get visible on line through social media, self-publish ‘special reports’ etc.) and not seen new instructions result? If this is the case don’t be too quick in dismissing the advice.

First, ask yourself 3 very important questions ...

Posted by: Bernard Savage  |  Comments: 0

Is your crockery consistent across all of your offices?

23 February 2015

As with Bernard’s post on chipped crockery, there is a serious point behind it. Just as your client’s perception becomes their reality, a chink in your consistency can start unhelpful doubts forming.

Posted by: Douglas McPherson  |  Comments: 0

What does your crockery say about the quality of your firm’s advice?

18 February 2015

The best examples of (or in this case worst) client care practice often arise from experiences in office receptions. Many of these are professional service firms handling complex matters for their demanding clients. Yesterday, was a case in point. I am not going to embarrass the firm in London I visited, but it was a provider of intellectual property advice. It's a very credible firm too, a leader in its field, with quality technical practitioners and likeable warm people too.

Posted by: Bernard Savage  |  Comments: 0

My Dog Ate My Homework

12 February 2015

Success in any walk of life is intrinsically linked to action. Business Development is no different. Lawyers and accountants want new instructions, signature clients and more profitable work. The truth is that there is no magic to getting the outcomes you want. 

Do something, anything. Better if its focused activity and you follow up relentlessly. Phone a client, go and have coffee with a referrer, send an article of interest to a lapsed contact that you want to reconnect with, publish engaging content on LinkedIn, talk at a third party event, organise an informal gathering of likeminded people for a curry, just do something...and stop making excuses.

Posted by: Bernard Savage  |  Comments: 0

Attention to detail should be at the core of a lawyer and accountant’s marketing and BD

08 February 2015

However the main thought that struck me is that if this is the lengths this chap will go to for an informal meeting, what lengths will he go to when he was working for his own clients?  If he can spot and sort those small details, how much more likely is it he’ll spot and sort out detail that other less observant professionals may miss?

Posted by: Douglas McPherson  |  Comments: 0

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