Self Leadership – 7 Questions to help manage and develop ourselves as professionals

Mark Vincent Although he died several years ago, the writings of Peter Drucker remain as relevant today as they were 20 years ago. I have collected many of the books he himself wrote and many of the off-shoots that have been published after his death – books with titles such as The Essential Drucker,  Drucker […]

The Golden Rules of Education Based Marketing

Mark Vincent As I mentioned in the last blog, Niblick in his book ‘The Profitable Consultant’ suggests that we need to focus on education-based marketing (EBM) not sales-based marketing.  He offers three rules for effectively applying EBM.  They are: #1. Seek to educate – not to sell #2. You give away knowledge – but you […]

Communicate to Educate – Some Timely Advice

Mark Vincent Recently I came across a book called ‘The Profitable Consultant’ written by Jay Niblick, and published a couple of years ago.  One of the sections focuses on marketing.  Given all the change that has happened in the marketing environment over the last few years, it was refreshing to find someone who really knows […]

Selling is not a dirty word

Love it or hate it. The fact is: Your business can only thrive when you sell something. While the idea of selling can make some professionals feel uncomfortable, selling is simply a conversation between you and a prospect to determine whether there is mutual benefit in working together. It is not persuasion. “It’s no different […]

Client Compatibility

Margot de Groot We often underestimate the lifetime value of our clients. Do a quick calculation of how much you have earned in fees from your best clients. And you’ll see for this reason alone, why developing good client relationships should be a priority if you want to retain them. Build compatibility On a personal […]