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Paul Clayton,
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Sales management explained... 
Sales Management Articles
- Fighting Talk - Solicitors Journal - 12.07.2010
- Turning Cold Contacts into New Business - European Lawyer - April 10
- Getting Back in Touch with Estranged Clients - Accounting Web - 16.04.10
- Ready. Aim. Pitch - Accountancy Age - 18.03.10
- Overcoming Objections - Accountancy Age - 25.02.10
- Winning Business: Tips From The Battlefield - Sky News - 19.02.10
- Trump the Opposition and get your foot in the door - Accountancy Age - 27.01.2010
- In with the old - Solicitors Journal - 22.12.09
- Beating the Downturn Spiral - Managing Partner - 16.10.09
- Exciting Prospects - DSEI 2009 Defence Management Journal - 17.09.09
- Life's a Pitch - Accountancy Age - 30.04.09
- Developing new skills may help lead to prosperity - Law Society Gazette - 29.01.09
- Perfect Pitch - The Lawyer - 21.01.09
- Winning Business - Accounting Web - 09.12.08
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How to build good client relationships
In the great majority of cases, clients do not need to engage or instruct you. They have a choice, so your challenge is to make them want to instruct you. Your relationship with them can really make the difference because your technical expertise alone is unlikely to be a differentiator. The Influence Business provides you with useful pointers to build good client relationships.
Fred Goodwin: was his 'assertive' management style a factor in RBS's downfall?
Jack Downton from The Influence Business discusses leadership in this month’s HR Magazine. The article looks at how Fred Goodwin’s tenure as RBS boss was influenced by his ‘assertive’ leadership style. Let us know your thoughts.
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The Art of Good Communications
For practical tips around the benefits of good communications skills, Click here to read our latest featured article published in CFOworld.
The Apprentice - What can we learn?
Click here to read Jack's Accountancy Age article. See which useful skills we can take away from this popular TV programme.