No time to read the full article? Listen instead … — Remember when what kept us awake at night was new business? Now it seems that what keeps us awake at night is how we’re going to deliver that new business. The challenge of securing great talent to deliver work, existing
Has Slack turned into an all-day meeting with no agenda? A couple of days ago, I hosted a small LinkedIn session with some business leaders to discuss their thoughts and opinions on Slack. It had come to my attention that more and more of my clients were re-evaluating their use
A common theme both when I ran agencies and when speaking to my current clients is when a contact enthusiastically says ‘I’ll happily recommend you’ or words to that effect. Weeks and months then pass by and no further introductions are made. Too much time has passed to bring it
Would it be Christmas without a ‘best of’? For the last 12 months, I’ve demolished countless articles and books, I’ve saved them, added them to Trello boards, analysed and drafted (and then re drafted) at least three articles a week for my weekly Rambling On email. Conversations and ideas have
An old age adage indeed. And yet this very advice is as relevant now as ever before. No one is asking you to promote pushy, aggressive sales tactics, but ‘always be closing’ (applied with a lot of emotional intelligence) should, without exception, be at the back of your mind if
It’s always slightly awkward to announce that you’ve won an award, or at least it is when there’s isn’t a teammate who could casually do it for you, but nonetheless, I’m delighted to say that I’ve been announced as the winner of the Best Business Awards ‘Outstanding Non-Executive Director’ 2021.
I recently had an extended conversation with a client about a pricing issue she was wrestling with for two prospects. The background My client quoted for two jobs and both prospects came back and asked her to give a breakdown of the costs she had outlined for the projects. They
Referrals can be such a good source for new business but most fail to live up to the expectations. How can you ensure that referrals become an effective and impactful part of your new business process? You know how it works with referral agreements. You meet someone who can introduce
This simple step change in how you deliver information might just help you to win your next pitch. Quick question… Hands up if a decent proportion of your pitching process is (in one way or another) an exhaustive list of all the things you’re planning to do for your potential
At its core, pitching is parting with your thinking without compensation. Whatever your line of thought about pitches – and whether you engage with them or not – they are a standard part of agency life and you should have a process for dealing with them just like anything else
