What professional services firms can learn from astronauts about turning down the foghorn in their minds… Space exploration is amazing. Those who undertake the...Read more about Why Practising and Failing is Better than Failing in Practice
Points of View
Can a ‘traditional’ professional services firm’s culture be compatible with the attitudes of Millennials?
Professional services firms should be under no illusion – the Millennials are coming. In the next few years, Millennials will make up the largest...Read more about Can a ‘traditional’ professional services firm’s culture be compatible with the attitudes of Millennials?
When it comes to critical conversations, consultants have a huge weakness. They just cannot help themselves. They know they shouldn’t do it but the...Read more about The Consultant’s Achilles Heel: Saying “I understand” Too Quickly
Points of View
Benchmark your business development process
You are a successful professional services organisation and have a proven track record. Why then, would you question your client management? Maybe your client...Read more about Benchmark your business development process
There is no doubt that social media, particularly LinkedIn, is a very important tool when it comes to setting your personal brand. Your personal...Read more about The impact of a cringeworthy LinkedIn profile on you and your firm
Points of View
How to differentiate your professional services firm
Differentiating your firm from the competition – It is one of the most difficult tasks in professional services and yet one of the most...Read more about How to differentiate your professional services firm
There is a well-known affliction in Rugby called “White-line Fever.” It occurs when a player senses glory and finds himself getting so close to...Read more about White-line Fever: The great affliction of professional services firms?
It’s hard to be an England cricket supporter at the moment. After being demolished by arch-rivals Australia in the Ashes series without winning a...Read more about Applying the Analytical Thinking Process – a sporting case study
Exhibitions are a key component in the business development toolkit for many organisations. They also provide an opportunity to put into practice some key...Read more about How to avoid being deselected: Moments of Truth and Chance Encounters
General Election campaigns and gym memberships have a lot in common. When it comes to critical client conversations and understanding how and why clients buy,...Read more about General Elections, Gym Memberships and Critical Client Conversations
Points of View
Request for Proposal – 10 tips to maximise success when the odds are stacked against you
In today’s competitive market, there are many reasons why professional services firms might choose not to respond to a Request for Proposal (RFP). They...Read more about Request for Proposal – 10 tips to maximise success when the odds are stacked against you
Points of View
Be honest. Would you buy from you?
The traditional sales model suggests that you identify your target customer’s needs, you judge your capability to deliver against these needs and then you...Read more about Be honest. Would you buy from you?
