Book review: How to become the firm of choice by Robert J Lees and August J Aquila (strategy development)

Posted on: September 4, 2017 Firm of choice book review

This book review of “How to become the firm of choice” on strategy development in PSFs appeared in Professional Marketing magazine in the September 2017 edition. This book tells a story. In the form of a case study. It joins a mid-sized (21 partner) law firm on its two year journey to develop and implement […]

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Differentiation strategies and innovation

Posted on: June 9, 2017 Differentiation strategies and innovation

Differentiation is a question that is raised in many of my strategy and business development workshops for professional service firms. Differentiation is the process of identifying a difference between your own and competing products or services that has some value to clients. Differentiation is a fundamental marketing concept for the mature markets of the legal, […]

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Book review – “Strategic tendering for professional services” by Matthew Fuller and Tim Nightingale

Posted on: May 11, 2017 Strategic tendering

It’s about time that there was a new book on strategic tendering for professional services. It’s too long – 1993 – since John de Forte and Guy Jones wrote their ground breaking “Proposals, pitches and beauty parades”. Whilst I valued Basil Sawczuk’s “Creating winning bids” in 2013 it is focused on the property and construction […]

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Growing a surveyors’ practice – Five golden rules? (February 2017)

Posted on: April 18, 2017 Growing a surveyors' practice

In February I presented another of the successful MBL training courses “Managing and marketing a profitable surveyors’ practice” in Dublin, Ireland. It was interesting that the majority of the themes and issues raised during these sessions in the UK were raised at the session – despite the rather different economic and political environment. At the […]

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Getting what you want and how to say “No” – Assertiveness skills

Posted on: March 15, 2017 Assertiveness skills - Shepherds and sheep

In many of the courses I run for the Professional Marketing Forum http://www.pmforum.co.uk/training.aspx, the topic of assertiveness arises. Sometimes this relates to people needing the confidence to speak up and share ideas or to challenge requests. Often it relates to finding ways to decline or modify inappropriate requests – how to say “No” effectively. But […]

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