Points of View
Would you buy from you?
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?
Points of View
The Professional Services Procurement Conundrum
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
Points of View
Special Report: Professional Services Marketing is Dead; Long Live Professional Services Marketing
A series of articles that redefine the role of Marketing in professional services & introducing the ‘Hidden Curriculum’ Executive Summary Marketing in a professional services...Read more about Special Report: Professional Services Marketing is Dead; Long Live Professional Services Marketing
Points of View
Special Report: Millennials in Professional Services – face the challenges and embrace the opportunities
A series of ‘Points of View’ articles based on latest research, client interviews, surveys & academic papers on the role of Millennials in professional services....Read more about Special Report: Millennials in Professional Services – face the challenges and embrace the opportunities
No student or graduate has ever been fully prepared to enter the world of work. Recent studies of employers and Millennials find both groups...Read more about The Millennials’ Skills Gap – Why, so what and what to do about it?
Millennials may be entering the professional services workforce lacking critical career skills and competencies, as suggested by employers in recent studies and also by...Read more about Defining a professional services career skill set for Millennials
Millennials are different. They have their own unique attitudes and values sets as result of the socio-economic and technological environment within which they have...Read more about Developing ‘Human Skills’ among the Millennial professional services workforce
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?
People across the UK will be pleased to find out that rail unions have called off a strike planned for this weekend. Against many...Read more about Managing difficult negotiations – how to develop a negotiation framework
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
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?
