Business Blog

Opening doors and getting new business – The art of soft selling

I had a great meeting with an old client of mine this week, where amongst chat of rugby and motorbikes, we discussed why it is that Solicitors (and other professionals for that matter) don't like to business develop. Interestingly, we both felt exactly the same way

13th September 2011

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Personal Branding – It’s all about you!

Marketing professional firms has changed significantly across the past few years. Gone now are the days of sitting back and waiting for referrals to call. With increases in competition, difficulties in the marketplace, and frequent changes in the operating environment, just being good at what you

25th August 2011

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Successful Selling Tips for Professionals No.3: There is more than one way to sell

We all know the expression "there's more than one way to skin a cat". Obscure as it is, this is an expression that is widely understood. Why is it then, that many people when put into a selling situation use the same process every time? We

26th July 2011

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Successful Selling Tips for Professionals No.2: Price Objections – What they really mean

We are all very conscious of the price we charge in the market. We want to charge the right amount for our service, and a premium if we can for the value inherent in that service, but we don't want to price ourselves out of

19th July 2011

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Successful Selling Tips for Professionals No.1: Sell First – negotiate later

I am often told by my clients that they feel that they are unable to compete in a tough market unless they are lower cost than their competitors. In some instances they are even embarrassed to discuss cost at their standard charge out rates, and

18th July 2011

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Failing to follow up – stop wasting business opportunities

Does the following sound familiar to you? "I met this great person at an event last night, we got on really well, and they are about to instruct an advisor to do what we do, but the opportunity just didn't come up to ask the question". What

29th June 2011

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Overcoming the fear of Selling – Market yourself and your firm more effectively

This week I am re-posting a blog I wrote in October last year. I have had so many conversations recently about professionals who fear selling, that I thought it may be useful. I hope it is, and welcome people's thoughts. Effective business development and marketing Why is

22nd June 2011

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Do you remember when learning was fun? – Acquiring new business skills

As an adult, learning a new task is something that can be so very easy or so incredibly tough. Why is that? Surely if we decide that we want to learn something, then we just get on an learn it. If it was just that simple. Learning

2nd June 2011

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Passion, Commitment and Resilience – Success in a tough market

Two things have really struck a chord with me this week. I've just finished reading Tom Reynolds's book 'Blood, Sweat and Tea' following his life in the London Ambulance Service. It is a great read and I continue to be amazed by the commitment shown by

10th May 2011

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Opening doors and getting new business – The art of soft selling

Personal Branding – It’s all about you!

Successful Selling Tips for Professionals No.3: There is more than one way to sell

Successful Selling Tips for Professionals No.2: Price Objections – What they really mean

Successful Selling Tips for Professionals No.1: Sell First – negotiate later

Failing to follow up – stop wasting business opportunities

Overcoming the fear of Selling – Market yourself and your firm more effectively

Top Tips for a Winning LinkedIn Profile

Do you remember when learning was fun? – Acquiring new business skills

Passion, Commitment and Resilience – Success in a tough market

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James supports InsideOut – #SmashingTheSigma of mental ill-health in the workplace

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