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13 Dec 2019
Today is Friday the 13th. There is a lot of nonsense talked about this date and it’s a superstition that certainly hasn’t been helped by a certain American horror film franchise. However, whatever its origin is, the legend of Friday 13th got me thinking about some of the myths and nonsense people still believe about marketing and business development ...
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Posted by Douglas | Comments: 0
10 Dec 2019
Professional service firms spend a lot of time talking about how to grow fees. Typically this conversation will focus on 3 things - winning new clients, growing fees from existing clients and improving cross-selling internally. All worthy business development objectives but maybe you should start giving more attention to fixing leakages in your fee income?
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Posted by Douglas | Comments: 0
06 Dec 2019
Most people think they’re a good presenter. Unfortunately usually they’re not. The evidence is all over LinkedIn - people hiding behind lecterns or other physical barriers, text heavy slides, presenters staring over their shoulders at the screen, auto-cues and scripts and my personal hate, endless bullet points. If you want 5 things you could do differently to immediately improve the way you present, they are ...
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Posted by Douglas | Comments: 0
03 Dec 2019
I have a practical suggestion that will not only save your firm tens of thousands of pounds but also spare you the cost/effort/disruption of implementing an expensive CRM system or updating your current contact management software. All you need is what Microsoft or Apple already offers as standard.
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Posted by Douglas | Comments: 0
22 Nov 2019
In my 20s I was a sales executive at Procter & Gamble. I learnt so many small things there, things that got me into good habits from the off and habits I stand by today. What I’ve noticed in the 20 years since I left P&G is that the most successful individuals and organisations – just like P&G - pay attention to the little things so I’d like to share a few of those here ...
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Posted by Douglas | Comments: 0
19 Nov 2019
There is a helpful exercise that detectives use you can adopt to improve both the efficiency and effectiveness of your business development. You know that scene in your favourite crime drama when, after a murder, the senior detective stands in front of a large white board and addresses the staff? In the first scene the white board just shows the victim but later, as the show goes on ...
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Posted by Douglas | Comments: 0
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