by Robin Dicks | Mar 24, 2020 | Robin's Blog
It feels right to talk about something more “normal” for the moment. We did an interesting project a few months ago for a firm which was keen to understand the truth about how its capability was perceived vs. competitors, and indeed if it could successfully differentiate itself. From speaking to their clients and key opinion formers across their high priority sectors, it was clear that the activities of their competitors had created a gap. The firm in question just needed to more clearly communicate its capability and ensure that its “brand” resonated more clearly, though key people confidently delivering all the elements of a trusted advisor. They now have a clear map and focus to do this, and I’m sure they will...
by Robin Dicks | Jan 14, 2016 | Robin's Blog
The January football transfer window is pretty bizarre if viewed dispassionately – but in an idle moment it made me think. If your firm were a football team, how would you value your players? Who are your star strikers and which central midfielder would you ideally shift to a lower-league outfit? Perhaps more importantly, what are the characteristics of the players you should recruit, and where are the gaps in your squad? What are your objectives for this season? I’m not suggesting you take this analogy too far but if you’re feeling brave, it might open up an interesting debate with the management team and provoke some creative...
by Robin Dicks | May 29, 2015 | Robin's Blog
Ok, its two years away (probably). But there isn’t a firm in the UK that won’t be impacted by this. I think there are at least 3 things to think about, now. 1. Not just the result, but the period of uncertainty and “noise” beforehand. What will be impact be on your firm, before the decision is made, on changes in corporate investment, appetite for cross-border deals, investment in IP, and appetite for acquisitions (and for the relative appetite to do business within the EU and outside it)? 2. Are there areas where you can help your clients deal with the unpredictability of this and think through their options? What should they do to reduce the impact of increased risk? What opportunities arise for them from this uncertainty? 3. Are you planning for both the “in” and “out” scenarios? No-one will get any predictions of the impact “bang-on”, but do you understand the main challenges and responses your firm will make in either scenario? Those companies who have achieved great results and longevity through periods of upheaval don’t “wait” to think about these issues. It’s better to understand the impact and react quickly. Even a few weeks delay in “getting ducks in a row” after the decision will reduce your ability to gain from the outcome – whatever it...
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 on market penetration and gaining more business from your clients in what you already do, what will be relevant to them in practice? If you are to extend the range of specialisms you provide, where are you credible as far as clients are concerned, and could you actually succeed in winning work? We have some excerpts with real life examples if helpful – just contact...
by Robin Dicks | Jul 15, 2013 | Uncategorized
Really excited by the online commercial client feedback system we’re developing. It’s intended to help firms generate key strategic and client insight of course, but also identify hidden opportunities with clients, and open the door to further conversations. It also helps marketeers and fee earners manage this feedback better and prioritise key areas for immediate action. Demos and free trials available! If you’d like to see it call 44 (0)7940 886677 or drop me an email at robin @...
