By Paul Richmond, Managing Director Lawyers, accountants, and other professionals often get squeamish when anyone mentions “sales.” Selling seems beneath our roles as “trusted strategic advisers.” We picture cheesy used car salesmen and get nightmares. But here’s the thing: avoiding sales talk too much limits how much value we can bring clients. Rather than shunning […]
Paul Richmond
5 business development tips for your professional services firm
By Paul Richmond, Managing Director Here we share 5 top tips that will help your firm to establish a business development (BD) culture or improve business development capabilities in your professional services firm: Change the conversation Many professionals dislike the terms “sales” and “business development” – they can feel a bit pushy, and this can […]
The transformative power of ‘authentic leadership’
By Paul Richmond, Managing Director ‘Authentic leadership’ is quite a buzzword in today’s evolving workplaces and as I realised in a recent conference, despite being at the top of your People agenda – many fee-earning staff have never heard of it. This leadership style emphasises transparency, collaboration, ethics and genuine human connection. Rather than top-down […]
Hybrid working and the future
By Paul Richmond, Managing Director. Many conversations with leaders in professional services, at some stage, broach the topic of “How do we get everyone back to the office because we feel we are losing our culture?” I think this is one of the classic examples of solving the wrong problem really well. We do not actually […]
What the future holds – shouldn’t you be thinking of leaving?
Blog 2 of 2: By Paul Richmond, Managing Director. In our first blog of two here, we looked at recruiting and retaining talent, starting with refocusing your website so that it benefits those exploring what it would be like to work with you. We also discussed how to maximise your employee value proposition by looking at […]
Recruiting and retaining talent – shouldn’t you be thinking of leaving?
Blog 1 of 2: By Paul Richmond, Managing Director. The last few years have brought the challenges of recruiting and retaining talent into sharp focus, as firms have seen their staff leave in droves for greater pay and more flexible working leaving everybody fighting for any resources that are out there in the market. If this […]
Strong women leaders: why your firm needs them
By Paul Richmond, Managing Director. In today’s business world, diversity and inclusivity are more important than ever. Having a team that represents a wide range of backgrounds, experiences, and perspectives can lead to better decision-making, increased creativity, and higher levels of innovation. One crucial aspect of diversity that firms often struggle to address is gender diversity […]
The $64,000 question – What’s the best CRM?
Anyone responsible for driving business within professional services has three things on their mind: How do we ensure our clients understand the full range of services we can provide? What can we do to ensure greater collaboration? Are we able to ensure that clients are seen as clients ‘of the firm’? When we discuss business […]