Podcasts & Interviews
Listen to some interviews with The Business of Trust team for some popular business podcasts.
WHY LAW FIRMS NEED SALES EXPERTS MORE THAN EVER
An interview with Keith Dugdale by Graham Seldon of Seldon Rosser for the podcast ‘A Legal High’ in 2019. Among the topics discussed are why it’s critical that law firms invest in trained BD experts to coach fee earners, how to add more value to justify your price, and how BD and marketing professionals can use their account management skills on lawyers, not just clients.
HOW TO ACCELERATE RELATIONSHIP BUILDING
An interview with Keith Dugdale by Andy Paul for the Accelerate podcast, January 2017. Among the topics discussed are the activities and mindsets that work best for relationship-building, when sales training is premature, and how trust means ceding control to the customer.
HOW BUSINESS REALLY WORKS
An interview with Duff Watkins for the AmCham Podcast, September 2016. Keith and Duff discuss the role of trust in business.
Talking Sales with John Smibert
‘Talking Sales’ is a series of 3 to 5-minute interviews with John Smibert from Sales Masterminds Australasia.
EPISODE 29: FAILURE OF ACCOUNT PLANNING PROGRAMS (2016)
In this interview with John, Keith discusses why so many Account/Key Client Programs fail.
EPISODE 42: COMPETITOR LANDSCAPE IN PROFESSIONAL SERVICES (2016)
In this interview with John, Keith discusses why our competitor today may not be who our competitor was yesterday, and our competitor tomorrow will almost certainly be new to us.
EPISODE 58: THE BEST TYPES OF CLIENT RELATIONSHIPS (2016)
In this interview Keith gives his advice as to the most effective type of relationship we should build with our clients.
Interviews with our clients
We love interviewing clients and other contacts about the great things they are doing to transform the sales culture of their business.
HOW TO BE THE MOST CLIENT FOCUSED PROFESSIONAL SERVICES FIRM
Cooper Grace Ward, a Brisbane-based law firm, were winners of the 2017 AFR Client Choice Award for most client focused law firm, and overall most client-focused professional services firm, with revenue under $50M. In this video Keith chats with Managing Partner, Chris Ward, about what it takes to be the best.
CHANGING THE SALES CULTURE AT AURECON
In this video Keith chats with Neil Barr about changing the sales culture at Aurecon.
CHANGING THE SALES CULTURE AT VIDEOPRO
In this video Keith chats with Warwick Absolon about changing the sales culture in the Enterprise team at VideoPro.
Client Choice Award Winner Interviews
Each year we undertake a select number of interviews with winners of the annual Beaton/AFR Client Choice Awards. Here is a selection of these interviews:
Interview with Ian Rourke – most client-focused IP Specialist
Interview with Allan Hall – most client focused Accountant
Interview with Sam Corbett – most client focused Engineer
Interview with Brent Thomas – most client focused Engineer
Interview with Doug Johnson of Tonkin & Tonkin – New Zealand Firm of the Year
Interview with Graeme Jennings – most client focused Accountant
Interview with Grant Holman – most client focused Engineer
Interview with Mark Woolley – most client focused Lawyer
Interview with Nick Lardner – NZ’s leading procurement professional in the EY New Zealand Excellence Awards