News

Motivating colleagues to refer you

16 June 2017

Encouraging cross referrals from colleaguesColleagues should be a major source of work opportunities and referrals for most professionals. It makes commercial sense to blend complementary expertise and seek to offer clients broader support from within the firm.  In reality, though, professionals are sometimes disappointed by cross referrals and the volumes of business leads that originate from within their firm.

A silo-mentality can miss key cross referral opportunities

A common issue behind this is…

Making Training Stick

22 February 2017

Making Training Stick White Paper coverThe Results Consultancy are delighted to announce the launch of a new white paper – Making Training Stick.

 

It arose from a recent event where the Results team brought together a group of senior Learning & Development professionals to debate the challenges firms face when trying to improve the return on investment from training and learning initiatives.

 

The discussion covered issues such as how can you ensure learning…

Business Development activities that only take 10 minutes

05 January 2017

stopwatchWhen it comes to business development planning for the year ahead, much advice tends to focus on activities professionals can do ‘away’ from the office. Sometimes, however, hectic work schedules can only accommodate small pockets of BD activity.

 

Getting the most from your BD time in 2017

Given the limited time available these have to be undertaken at the professional’s desk.

In fact, in terms of the results generated, it’s often better to pursue a…

How to achieve powerful results from Business Development coaching programmes

18 October 2016

Business Development Coaching White PaperThe Results Consultancy team is delighted to announce our publication of a new white paper. It examines the effectiveness of business development coaching programmes and what are the secrets of success.

Achieving powerful results from BD coaching programmes draws on our research and many years’ experience coaching professionals in how to win and retain high value work.

 

Market uncertainty fuelling coaching’s popularity

It was prompted by the team experiencing increased interest from…

Summer reading recommendations from the Team

25 July 2016

Summer reading recommendationsAs many professionals use the next few weeks to take a well-earned break, some will also use the opportunity to think objectively about what lies ahead for business in the coming months.

Clearly the economic and political turbulence of recent weeks means that uncertainty will remain the norm, rather than the exception for some time.

We asked the Results team, in view of recent events, what summer reading they now…

Summer BD Planning Essentials

11 July 2016

Plan stackWith the holiday season beckoning and the second half of 2016 commencing, many professionals will be taking stock of their BD performance and planning for the months ahead.  The summer holiday traditionally being a popular time for recharging, taking stock and planning.

 

To help you keep your 2016 BD plans firmly on track, here are 10 simple but highly effective activities to try in the months ahead:

 

1. Pay attention to…

How to spot opportunities with your client

27 June 2016

binocularsIt’s a well-known fact that is far easier to win work from an existing client, than a prospective one.  The challenge for many professionals though is how to spot opportunities in their client relationships, which in turn signpost new work.

A major part of the solution lies in how close you are to your client.  The closer you are and the greater insight you have of that client’s current and future…

Converting social into business conversations

13 June 2016

500671 9 Must do’s for effective WBD Issue 1_Page_1_Image_0001With the summer now truly upon us, social calendars are filling up to make the most of the long days and better weather. At this time of year, we’re often asked by professionals how to convert the social conversations they have into business ones. Here are 5 tips we have put together to help:

 

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  1. Consider what’s in it for your friend – Before…

Reap the benefits by building greater resilience in your BD approach

21 March 2016

WBD Resilience cmprsdBD resilience is often a key factor behind one professional’s success compared to another.  That more robust approach, which the professional has cultivated enables them to gain a steady flow of quality new work opportunities.

To them, their BD activities are intrinsic to everything else they do – not an add-on.  Over time this mind-set has led them form good BD habits and take greater confidence and courage in…

9 ways to strengthen your BD resilience

01 February 2016

WBD40 BD ResilienceBD resilience is often a key factor behind one professional’s success compared with another.  The more robust approach of the successful professional enables them to gain a steady flow of quality new work opportunities.  To them, their BD activities are intrinsic to everything they do – not an add-on.

But how do professionals get to that position?  In our latest Winning Business Digest we have looked closely at the…