Posts By Jim Harvey
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Confidence
Sometimes the only thing you can do is laugh: corpsing for professionals
Sometimes, often when you least want it to happen, usually at the most serious moment, something happens. A phrase comes out wrong...
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Fit Focus Flair
When Tony Blair blew it with the Women’s Institute
Tony Blair, then the UK Prime Minister, went to speak to the formidable ladies of the Women’s Institute (WI) in June 2000....
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Business Development
Selling professional services is different…
Yes it is, it really is…. Selling professional services is different to selling ‘stuff’. You are selling an intangible, a relationship, trust....
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Business Development
The Trust Ladder
(Updated 17 October 2009) Selling anything requires trust, you need to trust the brand, the salesman or (preferably) both. Why do you...
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Business Development
Concrete is always good- or how to avoid boring your friends and clients when talking about what you do
When you’re trying to explain what you do to other people whether in conversation, through the written word or as part of...
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Fit Focus Flair
Try a really narrow campaign
In the last 3 months we’ve been trying something a bit different in our campaigning for new business- we decided to follow...
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1.8KBusiness Development
Remember the simple stuff works
With all of the stuff I’ve been writing recently about the importance of campaigning, it’s easy to forget that there’s a hard-edge...
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Business Development
Campaigning for professionals- why it’s seldom done well
A war is made up of a number of campaigns with distinct aims, leading to your ultimate victory. Campaigns should be connected...
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Fit Focus Flair
Once you’re focused, find a way to stand out from the crowd
So you’ve identified what it is that you do brilliantly, or at least well enough to offer you real specialist status in...
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