Uncategorized5 great things to say at the start of meetings with prospective clients You’ve only ever got one chance to make a first impression (weird, huh). It doesn’t matter whether you’re going on... Read more
UncategorizedHow to turn a losing bid into a win So you lost a bid. Unfortunately, most organisations lose more bids than they win. Many actually aim to lose bids, with... Read more
UncategorizedDo your staff trust each other? Recently I was in a client’s office when we got to talking about cross-selling – that old chestnut that every firm... Read more
UncategorizedDo these 10 things in meetings to annoy your clients. Having spent more than 25 years working in sales, client relationships and business development, I have seen and heard... Read more
UncategorizedHow should you respond to RFPs when you have no relationship? I’ve recently noticed the same question being asked by many of my clients in regards to Requests for Proposals (RFPs).... Read more
UncategorizedAustralia’s most client-focused accountant says it’s all about ‘The Power of AND’. A couple of weeks ago I had the pleasure of chatting with Graeme Jennings on a visit to Perth. Having already spoken... Read more