Category: Business Development

I’ve been using this parable in workshops for the best part of three decades. I’m not remotely tired of it – mainly because every...Read more about The old man and the hammer: Knowing where to tap 

Nostalgia isn’t limited to holiday music or consumer experiences; it can also play a significant role in the workplace. While driving after work last...Read more about Nostalgia in the workplace

In the realm of traditional sales methodologies, the key tenets include pinpointing your target customer’s needs, evaluating your capacity to meet those needs, and...Read more about Would you buy from you?

All law firms need strong business development strategies to enable them grow, retain clients and increase revenue. Successful law firms have a strong handle...Read more about Should early career lawyers be trained in Business Development?

Exploring three critical areas of leadership behaviour successful Partners exhibit As the Summer draws to a close and firms begin their big push towards the end of the year, I have been reflecting on...Read more about Learning to catch a ball and learning leadership

Back in November 2020, Patrick Vallance and Chris Whitty were presenting the latest Coronavirus data on rising infection rates and potential consequences one Saturday...Read more about Switch from Analytical to Anecdotal: Storytelling in Presentations That Communicate Insight

Dissatisfaction with overall ability to sell is common amongst Boards and Exco across the world. In reality, most organisations have sales team who are...Read more about Why sales effectiveness training doesn’t always work

What are the key ‘hidden and unspoken’ factors that critically influence buying decisions and how can firms adapt their approach to business development? Here...Read more about 8 things to consider with buyers

I have always believed that a DJ at a party had one job – to make sure the dance floor is full of people...Read more about Learning from a terrible DJ about the perils of the predetermined solution

Contents (Skip to): Executive Summary Rethinking Differentiation Four Tales of the Unexpected: Illustrative Case Studies A Professional Services Example – A ‘Prestigious’ Consulting Firm...Read more about Tales of the Unexpected: Rethinking Differentiation

All business support functions have been on an evolutionary path during the past 30 years but none of these journeys have been written about...Read more about The Professional Services Procurement Conundrum

Still haven’t found what you’re looking for? Most organisations across the world are acutely aware of the significant competitive advantage big data and advanced...Read more about How organisations can overcome big data’s two biggest obstacles