Heather September 27, 2016 @ 1:03PM
Buyer behaviour changes – are you keeping up?

Buyer behaviour changes – are you keeping up?

The way people buy professional services has changed, and continues to evolve. You know buyer behaviour is different now, but has your behaviour changed? Do your marketing priorities reflect changes in the way your prospects look for and buy your services, or do you...
Jon August 23, 2016 @ 3:06PM
How to create and use your buyer persona

How to create and use your buyer persona

A buyer persona (client persona, or marketing persona) can help you to improve your firm’s marketing and fee structure. Previous articles looked at why have a client persona and what goes into your buyer persona), the focus here is what you’ll do to create...
Jon August 23, 2016 @ 3:05PM
Building your marketing persona

Building your marketing persona

A marketing persona (or client persona) will help improve your marketing, read about how here. This article covers how you start to build your marketing persona (client persona, or buyer persona), so you can improve the efficiency with which you grow your firm. What...
Jon August 31, 2016 @ 4:12PM
What is a client persona?

What is a client persona?

What is a ‘client persona’ and is it a fad, or something practical and useful in marketing your firm? In simple terms it’s an exercise to understand your prospects and how you can improve your fee income. This article explores: What is a client...
Jon August 22, 2016 @ 1:47PM
Business development time wasters

Business development time wasters

There I was sitting on a hot, stuffy, cramped tube train under London, heading to a meeting I didn’t really want and shouldn’t have been going to. Another morning disappearing from my diary, that I couldn’t afford. Business development meetings can loom large on...
Jon August 30, 2016 @ 5:25PM
Getting clients – 11 quick tips to get more.

Getting clients – 11 quick tips to get more.

It’s so annoying, you’re working hard, have a better offer than your peers – but you’re STILL not getting clients (well not enough to make the effort worthwhile). Now let’s be more precise, you’re actually working flat out,...