News

How to significantly increase the referrals you receive

18 April 2019

For many professionals investing time in cultivating relationships with colleagues and contacts is time well spent.  One individual can, over time, send many business opportunities your way. Indeed, for some professionals, their referrers are effectively their key clients.

And like a good client, your relationship with a referrer needs careful management.  You want to ensure that they think of you when an opportunity arises, and this requires that you keep in touch with…

How to ‘professionally’ keep in touch with clients and contacts

27 March 2018

Ideas to keep in touch with clientsMany professionals we work with recognise the need to keep in touch with clients and contacts, even when they are not currently working with them.  The challenge for some is how to do this in a way that comes across as positive and not ‘salesy’. In some cases it puts professionals off reaching out to their contact altogether.

 

The risk of not keeping in touch

But by failing…

Gaining your contact’s commitment to move forward

28 February 2018

Gaining a contact's commitmentIn a typical working week professionals conduct several discussions, some of which hold the potential for new work opportunities to be identified and won.  Such conversations include those with clients, potential clients, colleagues, intermediaries/referrers, past clients and other people in a professional’s network.

Spotting the potential new work opportunity is just one part of the journey though.  To ensure it does indeed convert into an instruction, it’s crucial that both…