In this episode, we’ll be exploring both sides of achieving win:win commercial agreements with clients. Typically that centres on the fees that we charge and are paid but can increasing is focusing on how we deliver work and the added value ser...

In this episode, we’ll be finding out what it is like to have the top job in a firm’s business development, marketing & comms team. If you have ambitions for senior management – whatever the size of firm – what do you need to kn...

In this episode, we’ll be discussing the development of a professional service firm’s strategy and the role that business development takes in that process.Your host is James Stringer, a former BD Director and now trainer, consultant an...

In this episode, we’ll be discussing the nerve racking, unpredictable and exciting world of event management.Since lockdown, most people’s views of being at in-person events, meeting other people and gaining knowledge has changed to some...

In this episode, we discuss alumni programmes.Are these just feel good and self-serving exercises to make professional services management teams feel that they are staying in touch with people who they no longer employ, or are they actua...

While all professional service firms are seeking growth, having worked in big law and the Big Four, I recognise that different firm’s attitudes to sales vary from enthusiasm to seeing it as a dirty word. Therefore, we will be consid...

In this episode, we consider how we can make our thought leadership efforts even more effective. We consider questions including:What are the most important ingredients to get right if you are considering a thought leadership campai...

In this episode, we explore what makes for a great leadership team in a professional services firm. In our careers as BD, Marketing and Communications professionals, many of us have already or will be asked join leadership teams and this episod...

Most days, I read something about using data to create greater insight to help market firms more effectively. This comes from writers of opinion surveys, industry groups or vendors. My issue is that I’ve been hearing this for the past 15 years....

This episode considers whether the legal directories - publications such as Chambers & Partners and Legal 500 - really do influence how clients choose their lawyers or are they becoming sidelined as firms influence clients directly, through...

This episode considers both how we can get hired for our next role but also find the best people when we are looking to recruit.We’ll consider topics including:The importance of creating a coherent story if you are looking to...

This episode tackles how to work more effectively with challenging people.Personalities and politics can present tremendous obstacles to our ability to do the work for which we are hired. In this episode we consider:How can w...

This episode is about Client Listening and clients’ experience of service.Every firm wants to be client-centric: in other words to put clients at the heart of their business. But are they serious?One way to help achieve this is t...

This second episode on PR in professional services focuses on crisis management, the value of media training for fee earners and what attributes you need if you want to specialise in PR.We discuss:What should you do if a bad...

This episode is about positive public relations (PR). For professional services firms, this means the affirmative coverage that they receive in target media.I consider the following questions:How can we engage success...

This episode of The Glue is about managing client relationships or CRM in professional services firms. James Stringer is joined by CRM experts Samantha Roberts and Ben Kent to discuss all aspects of CRM within professional services. ...

In this episode of The Glue, James Stringer - a former BD Director at Deloitte Legal and senior BD leader in major law firms - talks to Alex Low, an expert in the use of LinkedIn and social selling in professional services.This e...

Former BD Director and now coach, trainer and consultant James Stringer is joined by Stefanie Hoogklimmer of Venturis Consulting Group and Eddie Bowman of Eddie Bowman Consulting to get clarity on our role, where and how we can have the most im...