Coaching skills – The power of questions (2017)

Posted on: May 31, 2017 Coaching skills - the power of questions

At the most recent coaching skills course we reflected on the power of questions. In most coaching sessions, we use a simple framework of questions like John Whitmore’s GROW (Goals – Reality – Options – Will to act) to help the person reach their own conclusions about what they want and need to do. The […]

Read More

Book review – Insight selling by Mike Schultz and John E Doerr

Posted on: March 10, 2017 Insight selling book review

During the course of a career spanning over 30 years I’ve read a lot of sales books. I even wrote my own back in 2000 (http://www.kimtasso.com/publications/selling-skills-for-the-professions/).  But when I first read Insight selling back in 2014 I thought it was a bright star of a book amongst many disappointing and sometimes useless tomes. I’ve recommended […]

Read More

Book review: The leader’s guide to negotiation by Simon Horton

Posted on: September 5, 2016 leader's guide to negotiation

I’ve read a lot of books on negotiation. And this 270-page “leader’s guide to negotiation – how to use soft skills to get hard results” by Simon Horton is up there with my favourites. It’s stuffed full of research and useful insights from psychology. It provides a plethora of helpful personal communication skills within the […]

Read More

Seven thoughts on private client marketing (June 2015)

Posted on: June 19, 2015

I facilitated “Developing and sustaining your private client practice” courses in London and Bristol for MBL during the early part of June 2015. It seems that private client marketing is high on many law firms’ agendas. The full day session covers a variety of topics – strategy and planning, market analysis, human resources management, product development, […]

Read More

Internal relationships – 60 ideas to help marketing professionals forge stronger relationships with lawyers, accountants and surveyors

Posted on: April 7, 2015

Internal relationships are important for producing results in any marketing or business development initiative. At a recent “Towards Key Account Management – Helping fee-earners with client relationship management” workshop we conducted a brain writing exercise to gather as many strategies and ideas to help marketing professionals forge stronger relationships with lawyers, accountants and surveyors. Thank […]

Read More

Original branding by Matt Playford · A site by Fresh01