by Robin Dicks | Apr 11, 2016 | Robin's Blog
There was a short but thought-provoking piece recently in Accountancy Age on this issue. To slightly paraphrase the article, it suggests that actually many of the approaches and ways of doing business undertaken by ‘professional firms’ or advisors are...
by Robin Dicks | Jun 29, 2015 | Robin's Blog
Cross-selling, or as I prefer it to be terms, co-operative selling or successfully extending relationships with clients, requires a number of things to be in place. Fee earners need to be able to answer 5 questions with a “yes”. The link here to...
by Robin Dicks | Mar 31, 2015 | Robin's Blog
Forgive me if this sounds a bit “old school” but I think the Ansoff Matrix (see www.ansoffmatrix.com) can be used much more practically by firms than it often is. To apply it in real life, its worth thinking about the following: If you are to going to rely...
by Robin Dicks | Aug 22, 2014 | Uncategorized
For most professional services firms, successful growth remains driven by how well aligned marketing, business development and the activities of fee earners are – and, of course, how well they are executed. But it’s not a perfect world: what is there is a...
by Robin Dicks | Apr 8, 2014 | Uncategorized
Or, to quote author Robert Mowbray more fully from the Nat West financial benchmarking report, “For firms that have spent the last five years believing that in order to make more money they need to spend less, it may now be difficult to believe they may need to spend...
