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Cut the clichés and actually DO something

  We meet with clients every day. And we never miss a chance to ask them what they want from their professional service suppliers. When it comes to credentials meetings and pitches one of the most common bugbears – we’re told – is the trotting out of meaningless clichés. How many of these sound familiar? “We pride ourselves on our …

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Electric eel or Catfish? Know your audience.

  Edith Sitwell, the British poet, critic and eccentric who died in the mid-1960s once described herself as, ‘an unpopular electric eel set in a pond of catfish” and anyone who’s ever pitched for business knows that sometimes, despite your best efforts, you’re the electric eel and the catfish ain’t buying. Destructive personality clashes can get in the way of …

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Don’t let excuses excuse you from winning

Persuading people of our point of view and getting them to back our judgement with their money is what makes the business world go round.  The sharpest end of the persuasion business is the pitch: that intense and brief period where you get to make your case to the potential client.  And yet so many people in so many companies …

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SHUT UP! OR LOSE THE BUSINESS

I appear to be on the receiving end of an epidemic of interrupting at the moment and it’s time to make a stand. The final straw came when I was telling a friend a story about something that had recently happened to me – well, she HAD asked – and first she kept interrupting me, because what I said reminded …

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How to profit from working virtually

Who remembers Tomorrow’s World? For those who don’t – it was a science-come-futurology programme on TV that ran for almost 40 years that practically every family in Britain watched once a week before teatime. Dreary 1980s Britain was treated to a weekly glimpse into a more exciting future, from more outlandish predictions such as bar codes replacing price tags on …