Sales & Marketing for Professional Services

We learn as we go in professional services, and that is especially true when it comes to analysing why marketing campaigns “fail”. To be fair, few of us are trained in marketing at all so…

Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on…

Your marketing objective is simple: Help ideal clients choose you. The most important word in that sentence was “help“, and that is very different to “convince“, which is the typical marketing approach. A great marketing…

How much an adviser should spend on marketing is a perennial question with an expectation that there is a definitive $ or % answer. There isn’t. So the better question is how much time should…

For any marketing message to be effective there are a number of things that one has to get right – but there is a bit of a formula! The first “secret” in effective marketing messages…

Understanding that marketing your firm and marketing you are 2 separate things is something that most professionals seem to overlook, or perhaps not understand. For most of us there are at least 2 brands at…