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Points of View

Learning to catch a ball and learning leadership

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...

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...

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...

Points of View

General Elections, Gym Memberships and Critical Client Conversations

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,...

Points of View

Why we resist change and the implications on your firm’s behaviour

People are resistant to change. The UK General Election has categorically proved this point. Using the General Election 2015 as a case study, this article...

Points of View

How to avoid being deselected: Moments of Truth and Chance Encounters

Exhibitions are a key component in the business development toolkit for many organisations. They also provide an opportunity to put into practice some key...

Points of View

Applying the Analytical Thinking Process – a sporting case study

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...

Points of View

Managing difficult negotiations – how to develop a negotiation framework

People across the UK will be pleased to find out that rail unions have called off a strike planned for this weekend. Against many...

Points of View

White-line Fever: The great affliction of professional services firms?

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...

Points of View

The impact of a cringeworthy LinkedIn profile on you and your firm

There is no doubt that social media, particularly LinkedIn, is a very important tool when it comes to setting your personal brand. Your personal...

Points of View

Moving from Products to Services – Why? So What? and How?

Many organisations, across a variety of sectors, are undertaking the move towards a ‘services’ organisation. We analyse the reasons for and implications of the...

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...