When times are tough, the tough get going
For the first time since 2000 the economic outlook is unpredictable at best and even looks likely to become tougher and more challenging. During difficult economic times, law firms throughout the world typically search for answers to the question: "How can we develop business in order to see our way out of trouble?"
Pity the poor...Procurement Department
Many professional advisers can cite tales of aggressive procurement people, wheeled into deals at the last minute with the sole mission of ignoring or denying value, in order to drive down price. Why the sympathy?
Are you on the fast track to sales success?
Ask yourself honestly, are you paying attention to absolutely everything that can impact on the sale in order to maximise the volume of business you can sell?
Power mad or powerless
Most salespeople feel powerless in negotiations. Research shows that people who believe they are in a weak position usually behave accordingly. So how can we redress the balance of power?
Christmas is coming...the goose is getting fat.
Although corporate entertainment is an integral part of the business development cycle throughout the year, December is a peak time for entertaining where we say thanks to existing clients and aim to woo prospects. But how much of this social time with the client is wasted, and with it, the investment involved?
Are your clients saying you are too expensive?
We are sure that more that more than one client has told you that you are too expensive. Sometimes, perhaps, with the additional information that your main competitor is offering a price that is half that of yours. But there can be several reasons why a client tells you your fees are too high...
