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…

How to stand differentiate as an adviser by having greater commercial awarenessBeing a more commercial adviser is often talked about in the professional services, but many people are often unsure what it means – let alone how to demonstrate their commercial awareness.

 

Demystifying the commercial adviser

In client feedback, clients who describe their adviser as commercial often say that this individual makes their life easier and is responsive, supportive and good at communicating…

wbd-social-media-2016-updateSocial media can be a great help to professionals in keeping in touch with their network and raising their professional profile.  We are often asked, however, how best to harness social media’s benefits in an individual’s business development approach.

 

Some professionals feel they have a limited knowledge of social media’s potential and, as a result, don’t utilise its full capabilities.  Others struggle to devote time to social media and worry they are…

Business operations teams in professional firms are well-placed to become internal trusted advisers. Their specialist knowledge and involvement across the firm’s teams means they can steer colleagues to take the best courses of action.

At the same time, they can avoid parts of the firm reinventing the wheel, duplicating effort or missing out on economies of scale.

 

Lacking ‘influence

When talking to business operations professionals, some say they lack the necessary ‘influence’. They also…

Beyond The Trusted AdviserWe are delighted to announce the publication of a new piece of research by Results Consultancy Associate Director, Steven Pearce.

Beyond The Trusted Adviser – the five faces of the new model professional looks at the new attributes of a Trusted Adviser now expected by clients.

The findings are based on research with a large number of professional services firms’ clients, as well as recognised Partner exponents of…

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You may have noticed that LinkedIn has made a number of changes to its site in recent months. As a result we’ve updated our Winning Business Digest – 7 Ways To Get The Most From LinkedIn – to reflect this.

 

LinkedIn continues to be a great resource which helps professionals stay informed about their network connections and find the right people, useful…

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In addition to the partner and fee-earner training The Results Consultancy delivers, we are increasingly being asked to help professionals in support functions also.

 

Be it BD and Marketing, HR and Learning & Development, IT, Operations, Finance or In-house Legal teams, professionals in these areas have to secure buy-in from their ‘internal’ clients in order to perform effectively in their role and implement the tasks, projects and initiatives.

 

From…

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In most areas of people’s lives there is a tendency to focus on the areas we are not so good at in order to improve our performance.

At best, however, we can only ever be average at those areas and it is only through our strengths that we can achieve high performance.

Research conducted by Gallup shows that the use of strengths is connected to greater work satisfaction, engagement and…

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To compete effectively in a crowded advisory market, professional services firms are looking to create a high performance culture. This relies on highly motivated and engaged individuals and teams delivering outstanding results to help their firm stand out from the competition.

Good leadership and management capabilities have never been so important to retain and inspire high performing individuals. Good leadership requires skill, yet the development of these vital skills is…

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Impact and influence are often a major factor in why some professionals get things done, whilst others don’t. These two key ingredients ensure teams get where they want to go and achieve the progress they want to make.

Impact and influence are also core to the success of those people who are renowned for having a powerful effect on those around them and who become trusted and persuasive advisers…