Professional Services

The project has finished, can we still talk?

by Ben Paul

One of the most common issues I hear from clients and others organisations is how they can talk to their contacts once the work has been completed. It is almost as if they have only had one sole reason to speak and that is to deliver the service for which they can send their invoice for. Then once that final invoice is sent, well what do you talk about?

Why your client doesn’t respond to your messages outside of the project

I’ve even had some people tell me that it is their client who either doesn’t want a relationship with their suppliers or that they are just simply extremely introverted or rude! There is of course a slim chance that this could be true but in my experience it is highly unlikely. So why aren’t they responding?

  1. The only value you give is in the work you do. Which is great, it is important for any business to deliver their service or product well. However, assuming you have compet [...]

Is your firm ready for these new competitors?

by Keith Dugdale

Everyone knows that in a B2B and B2C world, competition has never been so extreme. The internet coupled with a series of downturns in economies have significantly increased the competitive landscape. In B2C, we’re seeing apps being designed to scan bar codes in-store and tell the consumer where they can get their desired products the cheapest. Every B2B client that I work with tells me about how increasingly competitive their market is, how other firms are discounting to win work, how there are new niche entrants as well as large global corporates frequently arriving on the scene, ready to steal clients away.

While all of this is undoubtedly true, in my mind much of this discussion and concern has been far too narrow. Generally, they are looking at their historical competition and in some cases these new players. But what few seem to be able to do is look over the horizon at where the future competition will come from.

What might be? [...]