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Professional services firms

Home» Professional services firms

Top Tips for Selling on Value in 2019

Posted on June 21, 2019 by Greenbank in Professional services firms, Sales No Comments

Wherever you are in the world, there are plenty of reasons for customers to either delay buying decisions or focus on solely price when choosing suppliers.  In the UK, we have the dreaded Brexit of course, but the world generally is an uncertain place this year! So, not surprisingly there are 2 key questions that […]

View Post Law, Project management, Sales

10 Tips for Leading Millennial People

Posted on December 2, 2018 by admin in Coaching, Leadership, Learning and Development, Performance management, Professional services firms, Project Management, Sales, Training

Leading talented people is challenging. Managing Generation Y (‘Millennial’) people – typical those between the ages of 18 and 25 – has many managers frustrated and confused! From discussions with a wide range of leaders who attend Greenbank programmes they often talk about needing a different approach with the latest generation of team members. One […]

View Post Leadership, Leading Millennial People

Leading and working around the globe?

Posted on August 1, 2017 by admin in Leadership, Learning and Development, Personal Development, Professional services firms, Project Management No Comments

Understanding how to communicate across cultures is an absolutely indispensable skill. Do you work with colleagues and customers from around the world whether face to face, by mail or tele-conferencing? The answer is probably ‘yes’ as more and more of us need to connect and work well with a whole range of people from different […]

View Post Cross-cultural, diversity, global, international teams, Leadership

3 ways to protect your margin

Posted on April 25, 2017 by admin in Negotiation, Professional services firms, Project Management, Sales No Comments

When I talk to commercial leaders they frequently focus on the issue of margin. And that’s not surprising – arguably, it’s one of the most important ways in which businesses can protect their profitability, long-term growth and ultimately marketplace survival. Without healthy margins, profitability drops. Without profitability, no business has a future. But although those […]

View Post Business Development, High margin, Negotiation, Sales

The challenges and solutions for effective cross-selling

Posted on March 3, 2012 by Greenbank in Professional services firms, Sales No Comments

By Ian Hirst, Greenbank Partner Cross Selling is one the major challenges for many organisations, particular professional services firms.  It’s difficult, involves partners or salespeople moving outside their comfort zones and above all – it’s risky!  However – at a time when the costs of acquiring brand new customers have never been higher, expanding your […]

View Post Cross-selling, Sales

The Perfect Pitch…

Posted on September 27, 2011 by Greenbank in Professional services firms, Sales No Comments

The world of pitching is in many ways imperfect for the simple reason than that the decision to choose one supplier over others is made by humans, affected – often in the moment – by various degrees of rational, technical and emotional pressures. The criteria may include experience from previous relationships or current imposed criteria […]

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