I had a great meeting with an old client of mine this week, where amongst chat of rugby and motorbikes, we discussed why it is that so many professionals don't like to business develop. Interestingly, we both felt exactly the same way and came to the
Like a lot of business people, I enjoy reading business books. I read on all kind of topics, but find myself regularly coming back to the writers who really fire my imagination. Two of my favourites are Tom Peters and Seth Godin. Tom I enjoy, but
"What do you say to the nice Lady?” You hear parents say something similar to their children all the time. The child is given something and we teach them to say thank you. It’s polite, it’s nice. It’s basic manners. Why is it then, that in business
One of the most fantastic things we have as recruiters are our connected systems and our email. It makes things so quick and easy doesn't it? The so called good all days In days gone by your bosses will probably tell you that they used fax
I’m often asked what the key competence is for people in sales and client focused roles: “What is the key skill we should look for when we are interviewing for a new hire?” “What is the number one skill that person needs?” “What is the differentiator between a
I am often really amazed at how easy it is to make a great difference to our clients’ experience of us, in very small and easy ways. Today I visited the dentist. I’d broken a filling and needed to have it replaced. I don’t like going
It’s an all too typical situation. Your candidate accepts your offer, they get excited about the new job, and they go to see their boss to resign. Then
It’s time to give it a name, the act of doing something specific with the express intention of enhancing your business relationship with a client. It might be the simple act of picking up a phone, and giving someone a call, for no other purpose
One of the easiest, and best ways to increase your business’s revenue and profitability is to sell more services to your existing clients. Cross-selling and up-selling. Of all the business issues I discuss with my clients, the one that comes up over and over again as
When I first started life as a recruitment consultant my manager and mentor at the time told me that there are only three things that are important in the hiring process: 1. personality 2. personality 3. personality This advice is so simple and so true. In professional sales there
