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Welcome to the Size 10½ Boots Blog.

Are you wasting time and money exhibiting for little return?

10 Jan 2020

How much time and money does your firm waste on exhibition stands? I am not opposed to the concept of trade shows or exhibiting at conferences, I just don’t think enough thought goes into what you’re going to get back in terms of ROI (the return on your investment) or analysing what exhibitions generate versus your other BD initiatives. Over the last 30 years I have been to many events as an exhibitor, a speaker, a sponsor and a visitor. Here are 5 things I‘ve learnt ...
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Posted by Douglas  | Comments: 0

For the professional services business development is business critical

07 Jan 2020

Investing in business development is more vital than ever. The threats posed by Brexit, new market entrants, online solutions, AI, more savvy competition and increasing client demands all present enormous challenges for any professional service firm. And if that’s not bad enough, it’s looking increasingly likely that some markets will contract and (in the UK at least) the property, construction and manufacturing sectors are already showing signs of doing exactly that. As we are going to enter a tougher trading environment, we’d suggest you pay close attentions to 3 things ...
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Posted by Douglas  | Comments: 0

How did it feel? The BD lessons you can take from successfully surviving Blue Monday

07 Jan 2020

Blue Monday (as the annual return to work is now known) is now purported to be one of the toughest working days of the year. However, I’m willing to bet the reality was you did wake up on time, you did successfully navigate your in box and you even survived to tell the story last night.
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Posted by Douglas  | Comments: 0

Differentiation or distraction?

03 Jan 2020

There is a lot of nonsense talked about differentiation. Every professional service firms claims they have an edge because they are client-centric, straightforward and pragmatic. The only trouble is almost every professional service firm claims they have an edge because they are client-centric, straightforward and pragmatic! If you want a real edge there is a much easier way. Moreover, everyone in your firm has the capability to deliver this with nothing more than training and commitment … just do what you say you are going to do.
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Posted by Douglas  | Comments: 0

You’re never too young to start building your professional network

20 Dec 2019

The relationships you establish at the start of your career will only benefit you as your career develops. It will also make growing your network organically as you advance much easier and much more time efficient.
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Posted by Douglas  | Comments: 0

What do you find most difficult about business development?

17 Dec 2019

The most common answer I get when I ask this question is “lack of time”. I want to challenge this. When I ask the same people if they have exercised in the last week the majority say they have and the reason that people have found time to run/go to the gym/do yoga is that far too many fee earners in professional service firms still place a higher value to their personal well-being than they do on business development. Here are some of my thoughts on what you can say and do to make sure your colleagues’ BD doesn’t fall by the wayside ...
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Posted by Douglas  | Comments: 0

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