The EU referendum result and client insight

The world (or at minimum the UK) feels different than it did on 23 June and the result and its’ aftermath of course will have implications for your clients. Much is still uncertain. But it’s an important time to reach out to clients; not just to tell, but...

Drivers of value and what clients say…

One theme has been increasingly visible in some of the recent in-depth client feedback interviews we’ve done for firms. It’s connected to “commerciality” but it’s more profound than that. It’s not “technical expertise”,...

Its still about what people do…

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...

Strategic Relationships with clients?

Intelligent Insurer magazine recently reported that larger buyers of reinsurance are forming “closer and deeper relationships with their bigger reinsurance partners”.This aligns with some of the messages coming though from a project we are undertaking with...

“Client Abandonment”

At a recent presentation I made, the audience fed back pressing concerns that were impacting their firm’s ability to extend their relationships with clients. One attendee mentioned what I’ll call “client abandonment” – and this was...

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