PublicationsArticles - 2011

Artlcles published in 2010
DateTitlePublicationCommentsKey words
Feb 2010The end of lawyers?Professional MarketingBook review of Richard Susskind's The end of lawyers? Rethinking the nature of legal servicesInnovation. Product development. Shift in legal paradigm. Changing legal market. Evolution of legal services. Disruptive technologies. SLEPT analysis.
15 Feb 2010Opinion: Law firms' flexible working policies - could do betterThe LawyerAn opinion piece about flexible working for parents - and some of the gender issues. This article was picked up by The Wall Street Journal blog where a fierce debate ensued.Working parents. Women in the legal sector.
Mar 2010Developing the art of sales and marketingICAEW Finance & Management special report Starting a businessA guide to marketing and selling for start ups and SMEs - buying and selling processes, setting targets, sales training, identifying the need, sales proposition, sales meeting management and value of relationships.Selling. Sales. Needs analysis. Hiring a salesman. Hiring a salesperson. Measuring sales effectiveness.
Apr 2010Inbound marketing - get found using Google, social media and blogsProfessional MarketingBook review of Hubspot's Halligan and Shah's brilliant book on digital marketing which is set book for several marketing diplomas.Digital marketing. Inbound marketing. Blogs. Social media. Search engine optimisation.
Jun 2010Marketing and selling professional services in architecture and constructionProfessional marketingBook review of Basil Sawczuk's book outlining his excellent seven stage framework.Sales skills. Sales model. Selling. New business development. Tendering. Relationship management. Tendering. Pitching. Client relationship management. Sales cycle