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The marketing law of ‘Straight Back At You’

21 Jul 2014

Firstly I need to make a confession. I am about to write all about engaging with salespeople in order to make new contacts and create new business opportunities as someone who shops with headphones in. I do this solely to avoid vacuous disinterested shop staff asking me if I need any help.
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Posted by Douglas  | Comments: 0

Lawyers and accountants, remember what you’re asked for is probably not all a client wants to buy

02 Jul 2014

When I made the switch from a product-led sale to a consultative sale one of the old lags took me aside to give me the benefit of his experience. I was wary; I was newly promoted and that promotion had only come because of my successes and my figures. What could this weather-beaten relic possibly teach me?
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Posted by Douglas  | Comments: 0

The marketing lesson all lawyers and accountants can learn from George Clooney

11 Jun 2014

One of the benefits of being on the road most of the time is that you know a good pub in every City. Another is that you get time to find out a little about a lot, an essential skill for any successful business developer as it gives you the ammo and the confidence to talk to pretty much anyone.
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Posted by Douglas  | Comments: 1

Lawyers’ marketing should mirror real football not American football

09 Jun 2014

With the World Cup on the horizon the papers are awash with football talk. Formations, possible injury scares, likely tactics and the inevitable national stereotypes (German efficiency, the fiery unpredictability of the Argentinians, the steely pragmatism of Italian catenaccio) all fight for space on our TVs and tablets. However amidst all the guff, football manages to teach one crucial lesson - every good team has to have the ability to defend and attack. While ostensibly it looks like it’s the goals that win you matches, those goals are pretty inconsequential if your back line leaks like a broken colander.
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Posted by Douglas  | Comments: 0

When it comes to marketing success for lawyers and accountants build a ‘Stairway to Heaven’

06 Jun 2014

Life is often a little too complicated. It’s full of unnecessary obstacles and a good view of the tress can be tricky because of those pesky and ubiquitous woods. Unfortunately the business development strategies of many professional firms all too often find themselves becoming another notch on this bedpost of complication.
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Posted by Douglas  | Comments: 1

There may be no “i” in team there’s definitely one in “cliché”

04 Jun 2014

Clichés are much maligned. Use them and you're immediately deep into David Brent territory, a throwback to a generation who ran things up flagpoles and searched hard for blue skies in which to practice helicopter thinking.
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Posted by Douglas  | Comments: 0

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