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Why touchpoints are great but touchpoints for a reason are better!

21 Mar 2019

In a professional services business development context 'touchpoint' is just a word to describe every time you come into contact with a client. It could be a call, a coffee, an email or a social/sporting invite from you. It could be an e-newsletter or an invite to a seminar or hospitality event from your firm or Chambers. It could even just be bumping into a client or contact at someone else’s event!
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Posted by Douglas  | Comments: 0

Practice makes perfect: Another essential business development lesson from Desert Island Discs

12 Mar 2019

As some readers may remember we like a bit of Desert Island Discs at Tenandahalf Towers and we are no strangers to jumping on a throwaway comment if it can be used as an idea for a blog and this week’s guest, Dame Esther Rantzen, was kind enough to do just that!
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Posted by Douglas  | Comments: 0

3 ways to start with the end in mind

26 Feb 2019

Lots of things in life are easier if you start with the end in mind.  Business development is definitely one of them.  It may sound simple but it really is easier to plan what you need to do if you know what you want to achieve so before you start any BD initiatives make sure they are going to get you to where you want to be.  To explain why in a bit more detail here are 3 examples from our recent experience ...
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Posted by Douglas  | Comments: 0

What are the 2 quick questions everyone should ask themselves when they meet someone new?

20 Feb 2019

As a lawyer, an accountant, an IP attorney, barrister or architect, your practice is massively dependent on the strength of your professional network. You need to meet new people and – more importantly – follow up with those people so that you build up the type of relationship that will generate new opportunities (whether those opportunities come from the contact themselves or from the introductions they can make). However, as a lawyer, an accountant, an IP attorney, barrister or architect you only have a finite amount of time to do that follow up as you have a job to do! So how do you decide which contacts to follow up on personally and which you leave to your marketing/business development team?
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Posted by Douglas  | Comments: 0

1+1 =3: Why you need to aim for the personal as well as the professional when you are building working relationships

13 Feb 2019

If there’s one phrase that tends to irk me when I’m working with solicitors, accountants, patent attorneys or barristers it is "doing a good job is all the marketing I need to do.” It really isn’t. It’s vitally important and you wouldn’t have much of a practice if you didn’t … .but it definitely ISN’T all the marketing you need to do!
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Posted by Douglas  | Comments: 0

Workshops: Why inclusivity might just trump education

07 Feb 2019

Workshops are a mainstay of almost every professional service firm’s business development.  They provide a great reason to invite your clients, contacts and targets into your offices and give you the perfect setting in which to showcase your knowledge, approach and specialisms. However, is the format a bit stale?
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Posted by Douglas  | Comments: 0

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