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What is thought leadership and how can you become a thought leader (and win better new business more easily)?

22 Oct 2019

Thought leadership is about positioning yourself as a ‘go to’ professional, an expert in your field. Advertising and sponsorship won’t do this. Nor will brochures and websites. Here are 3 practical ways to become a thought leader ...
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Posted by Douglas  | Comments: 0

Freddie Starr Ate My Hamster!

18 Oct 2019

If you’re of a similar age to us you’ll remember this Sun headline from 1986. That’s because headlines sell. They grab readers’ attention. So if tabloid sub-editors, advertising copywriters and even politicians get that, why are the headlines/titles on professional service firms’ e-bulletin, newsletters, fliers, presentations and pitch documents so dull?!!
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Posted by Douglas  | Comments: 0

People keep telling me that when give talks, seminars or workshops they rarely win any work … why is this and what can be done to get better outcomes?

11 Oct 2019

The first question to ask yourself is “are you presenting to the right audience?” All too often I see lawyers and accountants hosting training events, investing loads of time to prepare talks that will give away loads of valuable content for free.  The only thing is hosting events costs a lot in terms of time, budget and effort so if your audience isn’t chock full of the potential buyers of your services, you may as well stop doing it!
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Posted by Douglas  | Comments: 0

Have you ever had a team on team ‘get to know you’ meeting with another firm?

04 Oct 2019

Then when all the accountants on your side of the table have spoken, the solicitors sitting on the opposite side of the table perform the same charade.  Then, when the meeting ends, everyone nods making beige comments like “that was very helpful” and “I am sure we can help each other” and (my personal favourite) “that’s given us lots of food for thought”.
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Posted by Douglas  | Comments: 0

Are you the person in your family primarily responsible for childcare? And is childcare getting in the way of your BD?

27 Sep 2019

Breakfast events interfere with the school run and after work events clash with your child’s football/rugby training, piano lessons or maths club … things I can just about remember though now I’m more stressed about them actually coming home at night and the carnage I will find in the kitchen in the morning if they do! So how can you contribute to business development if this is your world? Well, there are many ways that you can play your part in promoting your business and here are 5 ...
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Posted by Douglas  | Comments: 0

You will know just how much importance I attach to follow up …

20 Sep 2019

  One issue I see all too often is professionals getting preoccupied with seeking instructions and referrals in follow up ‘coffee’ meetings.  However, a good relationship is never all about
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Posted by Douglas  | Comments: 0

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