Jon November 19, 2016 @ 2:50PM
The tactical marketing plan is sooo boring :-(

The tactical marketing plan is sooo boring :-(

A tactical marketing plan can be a powerful tool when growing your income. When reviewing progress of some firms recently I saw that initially they all loved it, and then some had stopped using it. All the others reported improved growth and that they had found it to...
Heather October 6, 2016 @ 3:02PM
4 ways you stop your fee earners from converting leads to clients

4 ways you stop your fee earners from converting leads to clients

How many professionals have you heard say “if only we were better at converting leads that come our way”? Maybe you’ve said it yourself, maybe you hear it when networking with your peers. Actually I suspect that pretty much every professional...
Heather October 6, 2016 @ 3:12PM
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. Be honest, you know buyer behaviour has changed; but has your behaviour changed? Do your marketing priorities reflect changes in the way your prospects look for and buy your services, or do...
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 October 4, 2016 @ 1:32PM
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...