Category Archives: LinkedIn for professional services

Very few professional services firms are ‘selling’ their services online [research]

A new piece of research looking at the ‘value of internet services to New Zealand businesses’ has been released by the Innovation Partnership.

Professional service firms selling their services online

Funded by Partnership members Internet New Zealand and Google, and conducted by Sapere Research Group, “it shows that everyday Kiwi businesses could add $34 billion to the New Zealand economy if they made effective use of the internet.”

It also found that “businesses that make effective use of Internet services are six per cent more productive than average businesses in their industry.”

The research focused on 4 sectors, one of them professional services (the others being retail, dairy/agriculture and tourism). I recommend you read the whole piece as it’s really insightful and they’ve done a great job. I just want to touch on a few things that stood out to me:

Unsurprisingly professional services firms have the highest percentages of staff using the internet but what the research found is that the Internet is “central to operations, less so for marketing.”

Very few professional services firms are ‘selling’ their services online.

That doesn’t surprise me.

But it does worry me because the world’s changed and firms, and those within them, have a huge opportunity to use online tools to grow their practices.

Take, for example, a professional services firm’s website. The report found that “for client facing activities the website was the most important, and the most important impact of the website was to give information to clients and potential clients, particularly on who works in the firm and what they do.”

Some interviewees noted that the most visited pages on their websites are staff bio pages but a number also noted that this could be because there’s little else of interest on their website.

Seriously? THE most important impact? Surely it should be to position the firm and provide info of interest and relevance to these people. And perhaps to provide real-time client service?

Why aren’t more firms offering free information of value to their clients and prospects on their websites in return for capturing their name and email address?

I can hear those in big firms now …”It wouldn’t work for a big firm”.

Why not?

You have practice groups. You have industry sectors. Why not put the offer up on those pages as well as in relevant bio pages? After all, they’re the most visited part of your site! (better hope the bios themselves set you apart!)

By capturing visitor info you can then follow up with relevant info over time, setting your firm apart from your competitors and building credibility with the recipient.

In this day and age you HAVE to offer more than a static website or your latest update with key information buried on page 24!

The report also states that “LinkedIn provides a similar functionality, both for clients to check out the firm and vice versa.” And that “online advertising was no substitute for word of mouth or traditional networking for finding…clients.”

LinkedIn and other social networks are not JUST another research tool and they’re certainly not ‘online advertising’ (unless you’re using them to spam people!) They are another way to generate word of mouth referrals and another way to network – but you’re not limited to networking with just those people in the same room as you on the night.

One interviewee described firms’ use of social media as “somewhat like lemmings going over a cliff” in that everyone felt they had to do something, but no one was quite sure what to do, so they all copied each other.”

I think that’s the biggest problem. It can be hard to find the time to work out how to use these platforms. But you owe it to yourself to be able to make an INFORMED decision about whether each social network can help you to achieve your goals and support your other initiatives.

If not, it’s fine to steer clear. BUT you shouldn’t do so out of ignorance or fear.

You only need to read the paragraph in the research that says “Some lawyers we spoke to, involved in the technology sector, had clients find them through Twitter and had never met face to face” to see that it is not only possible to find clients and get recommendations via these tools but that others are already doing so.

Do you want to be left behind?

LinkedIn groups: a key way to generate leads

According to a new infographic by Oktopost, 80% of B2B leads are through LinkedIn. The most popular method to generate leads and to then convert those leads is to get involved in group discussions.

LinkedIn groups: a key way to generate leads

The power of groups often goes unrecognised by those in professional services. Well-run groups are their own community of people with similar interests.They’re a great place for you to find and engage your prospects. From there and over time you can generate leads and new work. 

While you’ll definitely want to join groups to which your ideal prospects belong, you should consider setting up your own group if there’s a gap.

Why set up your own LinkedIn group?

There are multiple benefits of doing so, including:

  • Building your profile in your area of expertise.
  • Positioning yourself as an authority in your area.
  • Finding and attracting those with similar interests or who may need your help.
  • Widening your professional network by building relationships with group members.
  • Learning more about the views and perspectives of those in your industry.
  • Establishing a community.
  • Generating interest in you and your firm, including inbound enquiries.

However, if you decide to do so you’ll need to make sure you plan it properly and designate time to build it.

How to set up and run a LinkedIn group that delivers value to its members

The vast majority of LinkedIn groups are a waste of time because they haven’t been nurtured or policed. As a result they’re either very small with little activity or they’re full of spam. To make sure yours doesn’t go the same way, here’s what you need to do:

  1. Plan – what’s the purpose of your group? What’s the scope of discussions you want to see? Who do you want to join? What discussions will you start each week?
  2. Create your group – ensure you use Keywords in the name so that people searching the LinkedIn groups directory can easily find it, and write a clear summary and description that will appeal to those you want to join.
  3. SKIP the step which prompts you to send invitations to join your group – why would anyone want to join an unpopulated group?
  4. Populate your group with at least 2 discussions. A welcome discussion is always a good one, as people like to comment on these.
  5. Get your house in order by selecting your settings, permissions, drafting your group rules, templates and setting up sub-groups (if appropriate).
  6. Pre-approve your group managers (you can have up to 10 including the Owner) and a few ‘friendly’ clients and colleagues who you’d like to join the group early. The aim is to get them to comment on the existing discussions and to add their own so that, when you invite others to join, there is already some activity.
  7. You’re now ready to invite others. You can use LinkedIn’s standard one liner but it doesn’t really tell people why they should join so you may want to consider a personalised email to each of those you wish to invite. You can work from a template so it’s simply a case of inserting their name each time.
  8. Commit to ongoing moderation of your group. If people have to request to join or have their discussions approved before they’ll post (a good option to prevent spam), ensure you, or one of the group managers, goes in at least once a day to do so. It’s really frustrating for group members if they try to post something and it takes a week or two to be approved – often it’s out of date by that time.
  9. Start one new discussion each week in the early days. If you want people to return to your group it’s important that there’s fresh, relevant content. You’ll need to drive this until the group takes on a life of its own.
  10. Comment on others’ discussions and stay involved in threads that you start. You may want to summarise these at the end or to put together blog posts summarising a discussion. Remember to give credit to each contributor.
  11. Continue to invite people to join the group and encourage others to do so. You may want to ask your PA to send out a certain number of invites on your behalf each week.
  12. Promote your LinkedIn group. For example, you could include it in your email signature, on your website, your blog, your newsletters etc.
  13. Look for opportunities to move relationships beyond LinkedIn. For example, you may want to hold an event or a webinar for group members, you may invite someone in the group to write a guest article, you may seek their opinion on something. The options are endless.
  14. Monitor and analyse key statistics about your group. This will enable you to track its growth, determine what’s working well, understand what you need to do differently, and track leads generated by the group.

How’s doing so benefited others? 

In early 2011, a lawyer I know set up a group on employment law issues for HR Directors and Managers. A little over a year later the group had grown to over 1,000 members and the firm had hosted two HR Question Times in its offices. In total, almost 200 people attended, the vast majority of who were NOT clients of the firm.

The lawyer and his colleagues were able to start to build relationships and to generate work as a result. He describes this as the most successful business development initiative his firm has ever undertaken. The group now has over 1,600 members.

Here are links to two audio interviews with other successful LinkedIn Group owners:

An interview with Tom Skotidas, who runs the group Social media for lead generation

An interview with John Grimley, who runs the groups International Business Development Blog and Asia Law Portal.

To benefit from running a LinkedIn group you’ve got to be prepared to give it the time and effort it deserves (I spend around 30-60 mins a week on the group I run). However, the effort is well worth it. Remember to focus on others and their needs rather than how they can help you, and you’ll start to see a pay-off.

If you would like more info about setting up and running a successful LinkedIn group, my e-book “Complete Guide to LinkedIn Groups: Network with the right people. Generate new leads. Get new business” is now available for NZ$ 18.97. 

Image Credit: www.funnyjunksite.com

Content curation: the poor cousin to content creation in professional services marketing?

Just as every superhero needs his or her sidekick, so too does content creation.

Why content curation's not the poor cousin to content creation

But far from being its poor cousin, content curation has a multitude of benefits, many of which are overlooked in the drive to display “thought leadership”.

3 often overlooked benefits of content curation

1. Generating demand for a particular service

If people don’t perceive they have a need, then they’ll never buy. My friend, Tom Skotidas, put it brilliantly when he said “content curation is essential for demand generation.”

Think about it.

If Harvard Business Review says why more professional services firms need to be thinking about social selling and the benefits, people in those firms will start to consider social selling. They’ll be more likely to notice information about social selling in professional services firms.

It paves the way for your own content.

2. Overcome pigeon-holing

Unless you have a lot of time and/or an army of content developers on board, it can be difficult to regularly put out compelling content. However, by regularly sharing good third party content, interspersed with your own, you can keep in front of your clients, referrers, prospects, and colleagues.

You can position yourself as a go to source of info and as being on top of the issues in your area. Over time people will begin to associate you with the content you share and think of you when they have a need.

3. Adding rocket-fuel to your referral and prospecting strategies

By sharing others’ content you get on their radar.

You can then begin to have conversations and start to build a relationship with them. They then start to notice your content.

Don’t underestimate the power of this.

In the past month alone, I’ve had three new business enquiries from people who’ve been referred to me by people I’ve never met!

I’ve had conversations with them on social networks and talked via Skype and they’re recommending me on the strength of that, the content I share (both my own and third party) and discussions we’ve both been involved in within LinkedIn groups and Google+ communities.

I’m convinced that if I’d taken a Kath and Kim “look at me” approach and only shared my own content (however helpful), this wouldn’t have happened.

No-one likes a self-promoter!

How do you find good third party content?

There are so many great sources of content including:

  • Aggregators such as Feedly, Pulse and Flipboard. Download one of these onto your phone and follow bloggers and publications of interest to you and those you wish to engage.
  • Your LinkedIn, Twitter, Google+ and Facebook feeds including groups, lists, trends, communities etc.
  • Industry publications.
  • National and international media.
  • Google Alerts.
You’re likely already consuming some of these. If you do so online, sharing info with your network is simply a matter of writing a short intro setting out who should read/watch/listen to it and why, a key finding/message or how something may impact your ideal client, and then pushing a button to share it.
Action
  • Find two pieces of third party content relevant to your area each week and share them (remembering to include your own intro) via social networks, emailing selected contacts who will benefit from the piece, and your other channels.
Your turn: how’s curating third party content helped you? 
Image Credit: fansided.com

 

Professionals: how to take advantage of LinkedIn opening its blogging platform to all users

A couple of weeks ago LinkedIn announced that it’s opening its blogging platform to all users.

LinkedIn’s Publishing Platform

This provides a HUGE opportunity for professionals who post helpful, authentic original content.

What’s LinkedIn doing?

Over the coming weeks and months LinkedIn is rolling out its publishing platform (i.e. the place where Influencers currently post) to all members. You’ll know you have it when you see the pencil edit icon within your ‘Share an update’ box on your homepage.

What does this mean?

Once you’ve got the feature you’ll have the potential to reach more of the people you wish to by sharing helpful, relevant and inspiring content.

Think about it.

If your content hits the mark then people it would currently be difficult to reach will share it with their networks. And they will choose to follow you on LinkedIn.

There could be a snowball effect.

This does assume people will use the feature selectively. LinkedIn’s put up some great guidelines within its Help Center that you should check out. These explain what to do and what not to do.

Putting up your latest PR piece will undermine the feature and it will be hard for other members to sort the wheat from the chaff.

So, please only post content that is genuinely going to be of interest or helpful to other LinkedIn members.

How will your posts be distributed?

I’ve paraphrased the below from the LinkedIn Help Center:

  • All of these posts will be public so can be found by people not on LinkedIn. 
  • They will be shared with your connections and followers through their newsfeeds. 
  • Posts will be displayed on your LinkedIn profile, directly below the top section, which contains your photo and headline. 
  • Interactions such as likes, comments and shares will help distribute your content beyond your immediate network. 
  • LinkedIn may also distribute your posts independently as part of aggregated ‘best of LinkedIn’ content. 
  • Your posts can be found in an Articles search on LinkedIn.

You can also share your posts via other social networks, email, on your website and so on.

If you put together original content, you should seriously consider whether it would be worth posting this directly on LinkedIn.

LinkedIn says, “You can republish something that you have published somewhere else as long as it is your original content that you own the rights to.”

You know all those great blog posts you’ve compiled? Why don’t you take a look through them, work out which resonated most with your audience and, if they fit LinkedIn’s best practices, re-post them there.

You wouldn’t want to use LinkedIn in place of your blog because your blog is easily searchable, gives people an instant feel for you, helps you get found and is under your control…but it’s definitely another tool you can use to disseminate your best content.

LinkedIn hasn’t been specific about when the feature will roll out to everyone but you can apply for early access

I will be.

What do you think of this development? How else do you think it will benefit professionals? 

 

How to use LinkedIn to power up your events

How can you use LinkedIn to get more mileage from events that you run?

How to use LinkedIn to power your event

If you’re putting in the effort to set up an event, you want to make sure you get it right…

It’s got to be relevant to the intended audience

You want the right speakers

And, you want to get the right people along to it.

How can LinkedIn help when planning an event?

- You can use LinkedIn to identify and reach out to potential speakers. They could be fellow members of a LinkedIn group, high profile specialists in their field or people with great moderation skills.

LinkedIn allows you to reach beyond your direct network and get the RIGHT speakers for your audience.

- You can use LinkedIn to informally poll people about what they’d like to get from the event or see covered. While LinkedIn’s removed its Poll feature, you can start a discussion in a relevant group along the lines of:

“If you were to attend an event on X, what’s the one thing you’d want to find out/get from it and why?”

- You can also email up to 50 of your contacts at once – just remember to uncheck the ‘allow recipients to see each other’s names and email addresses’ box.

An added advantage of doing these things is that you’re alerting those you want to attend your event early on in the piece. 

- You may wish to set up an early-bird list so that you can communicate with those who sign up prior to the event.

How can LinkedIn help when promoting your event?

When promoting the event, you can:

Ask your team members to put up the events on their profile. There’s no longer an event section but you could get them to either add a link to the event page of your website at the bottom of their summary section (good because it’s visual) or add the ‘courses’ section and list it there (probably not the intended use for that section but it would work and you could then move it up your profile for a few weeks to promote the event).

- Post into relevant groups’ promotions sections - or, if they allow you to post to the main feed, you may wish to do so – provided the event is relevant to members. If the updates are relevant then definitely post them to groups.

Set up a banner (as a roving spotlight) on your company page so people can link through to the sign up page from there and put it out as an update from your company page – segmenting your audience where appropriate. You may also want to promote the event using the sponsored updates feature.

How can you use LinkedIn post event?

Post event you could:

- Put together a blog post covering the main points and/or share your slides (e.g. using Slideshare) with your connections and in relevant groups.

- Share short soundbites or snippets of info that work as stand alone pieces.

- Ask questions of your connections and group members that relate to the event or pose questions that were asked by your audience.

- Put the event up as a webinar that people can sign up for.

There’s probably a tonne more you can do, so I’d love to hear your ideas and what’s worked for you.

Please leave a comment below.

Grow your Practice with LinkedInIf you’d like to understand how to make LinkedIn work for you or wish to train multiple lawyers in how it can help them, sign up for our 10 week mini-course and be first to hear about our forthcoming online course with actionable modules “Grow your Practice with LinkedIn: for lawyers”, your roadmap to LinkedIn success.

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Law firm social media success story: case study

Michael Denmead is a solicitor at Barr Ellison Solicitors in Cambridge, UK.

He is an active social media user who runs both the social media for solicitors group on LinkedIn and the community of the same name on Google+. He also looks after his firm’s social media presence.

I talked to him about:

  • which social networks he uses,
  • why he uses them,
  • what’s worked well for him and his firm, and
  • what tips he’d give to lawyers wanting to build their practices using social media.

Why should lawyers and law firms use social media?

I believe the conservative approach needs to be dropped. If lawyers and firms can determine how they want to communicate their brand via social media and stick to this then they’d be mad not to use these networks. You have the opportunity to be in front of your target market and to clearly communicate your messages. If you have the necessary resources then you’ve got to use these networks in order to be visible to your target market.

Which social networks do you use and how?

On Twitter we RT (retweet) everything to do with our local market and community and initiate conversations with other Cambridge-based businesses and people. It’s really easy to connect with others using Twitter. I’ve even had one client set up a meeting with me via Twitter and then DM (private message using Twitter) me to tell me she was going to be late. She knows I’m on there and it’s her communication tool of choice.

Google+ is another tool that makes it easy to connect to others. Using Google+ is about being visible. It’s still underused in the UK market so getting traction has been slow but other businesses are now starting to use the platform.

All our 25 lawyers have a professional profile (completed to a minimum standard) on LinkedIn.We expect them to connect with their clients and key referrers to help them stay visible to these people. It is difficult to have one to one conversations on LinkedIn and it’s hard work, but we need to be there and to be seen.

I’ve connected all our accounts to our company page and use Socialoomph to push out our content. Socialoomph allows me to post information to relevant lawyers’ accounts. For example, if we write a blog post on a commercial property issue, I will go into Socialoomph and schedule a LinkedIn post to go out from each of the commercial property team members’ accounts at different times. It means we don’t have to rely on them putting out this info themselves. They can concentrate on doing their jobs.

Socialoomph automatically distributes content according to your instruction. It’s irritatingly difficult to get to grips with when you first use it, but now it takes me 10 minutes max to set everything up. It has an automatic workaround for Twitter to ensure you don’t post the same Tweet twice. The only network it doesn’t work with is Google+. At Barr Ellison we practise in 7 areas of law so I have set up 7 queues of content in Socialoomph.

Each of our seven practice areas is expected to blog once a month (sometimes one post will cover two areas so there are months when we have less than 7 posts going out). Teams can share the responsibility of compiling a post to prevent it from becoming too onerous.

What successes have you seen as a result of your social media activity?

We were recently asked to bid for some work for a large business in Cambridge. That business is a big user of social media and our social media presence helped to put us in the frame.

On the whole successes are hard to quantify because we’ve always been committed to marketing and social media is simply another set of tools we’re using to communicate with our target audience. Things we can say are:

  • We measure revenue and know that roughly 20% of our revenue comes from the web. 
  • We recently tested the effectiveness of Google Adwords by making a deliberate decision to drop it for 4 months. We saw a substantial drop off in web visits and revenue. We know that for every pound we spend on Adwords we get back between £4 and £7 in revenue.

Our aim is to be on page 1 using a combination of Adwords, Google Places and SEO. We include long tail keywords in our blog posts and blog in the local paper too.

What’s worked well for you?

Twitter, Google+, LinkedIn, blogging and Adwords are all working well for us. It’s a matter of repeat, repeat, repeat as this is vital to get noticed.

Our new WordPress website is also working well. We know that revenue has increased since its launch. It allows us to produce better content, display video (not yet launched) etc. and because of that our social media activity is a lot more confident.

Having a good website is really important if you’re doing social media, as is getting out content regularly. It’s hard though so you have to make it an easy process for people. Our team members need to write and own their content (they can dictate it) but once they’ve drafted it I’ll make sure that everything else is done for them, including putting in the image, coming up with a headline, building in SEO, posting and distributing it via their accounts.

What hasn’t worked so well?

Facebook is hard work for law firms. It has been slow to get traction. It seems to be the general interest posts that people want to see – for example, we do a Charity Run at Christmas and posted some photos. We got a lot of likes and comments on that! I’d say we’re getting there slowly!

What advice would you give to other lawyers and law firms wanting to leverage social media?

Take your time and do it carefully as you need to look good and polished. If you’re starting out, adopt a listening strategy focusing on your target market as this will inform your activity. Everything you do and say needs to communicate to your key market and have your key market in mind.

Then never lose that focus. Remember not to express a political or religious opinion because you WILL offend one of your clients.

Lastly, be consistently active. 

What other tips would you add to Michael’s? 

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How to get lawyers & accountants to buy into LinkedIn

Last week a client asked me:

How do you encourage engagement and participation from lawyers on LinkedIn?

How to get lawyers & accountants to buy into LinkedIn

The next day I saw a post by a legal marketing professional asking the same thing.

Here’s a summary of the answer I gave them:

Lawyers and other professionals will only be active on LinkedIn if they can see the benefits: they need to know how they can use the platform to help them achieve their individual (and team) goals, and how it can support everything they’re already doing.

Share case studies

One of the most powerful ways to get lawyers, accountants and other professionals to understand how LinkedIn can benefit them is to share case studies of how others have used the platform successfully. If they see how and why others have used it, they begin to see the possibilities for themselves.

Ideally use case studies from within your firm but, if you don’t have any, then here are 5 great case studies (click the free chapter link and they’ll download. You don’t need to provide any info to see these). 

Perform an Advanced Search

Another good tactic is to sit down with the person, ask them about their ideal client and then perform an Advanced Search. When lawyers, accountants and other professionals see that their ideal clients are on LinkedIn, they realise they need to be on there too.

The Advanced Search feature allows you to search by company, job title, keyword, industry sector, location and more (or a combination thereof and it supports Boolean searches).

Remember though, that the searches will return richer information the more people you are connected to. That’s because, on the free LinkedIn account, you can see full profile information for those people to whom you are directly connected, your second degree connections and fellow group members. You can only see limited info for third degree connections and those outside your network.

Show them how a LinkedIn presence can help them get found online

If the professional you’re working with is on LinkedIn or has a common name and is having difficulty getting found online, show them how LinkedIn profiles appear high up search results. Log out of Google and then perform a search on their name. This will help in one of two ways: if they are on LinkedIn but still have a skeletal profile it will highlight that they need to develop a good profile or remove themselves from LinkedIn; if they aren’t on LinkedIn and have a common name or share a name with a celebrity it will highlight that having a LinkedIn presence can help them to get found.

Find groups to which those they want to build relationships with belong

Help the person to find and join groups to which their clients and ideal prospects belong. To identify these groups you could look at people’s profiles and see which groups they have listed (n.b. some may be hidden but the majority won’t be because the default setting is to display these); or use LinkedIn’s search feature and type in your keyword. If you then click on the magnifying glass and select ‘groups’ from the left hand side of the screen which appears, you’ll see a list of related groups. These will typically be organised from the largest to the smallest.

You can very quickly scroll down the list, see who in the person’s network is a member and either look at the group profile (if it’s a closed group) or look at the group discussions and activity (if it’s open). You can then make a call about whether or not the group is worth joining.

Walk them through how LinkedIn can help them achieve THEIR goals

Lastly, I would go through the person’s marketing plan (or key client, industry sector or practice group plan) with them and show them how LinkedIn (and other social networks) can help them achieve their goals. 

The hardest thing for professionals is knowing what they should be doing beyond creating a profile. In early 2014 I’ll be launching a modular online training course “Grow your practice with LinkedIn: for lawyers” and will then be rolling this out to other professionals. Details will follow in the New Year.

What else would you add? 

How has LinkedIn helped you to achieve your goals? 

 

 

 

 

How to set up the new LinkedIn Showcase Pages in your Company Pages (video)

LinkedIn’s just announced its new Showcase Pages, which are a great addition to your Company Pages. 

As LinkedIn says:

“LinkedIn members will be able to follow the specific brands and products they care most about that have Showcase Pages.”

This is great news for professional services firms. You can set up showcase pages for up to 10 of your services. People can choose to follow these pages in addition to, or instead of your company page, allowing them to self-select the info that’s relevant to them.

They’re another great way to share helpful content with other LinkedIn users and to build a community – essentially they’re all about sharing great content. But, unless you’re a big brand, it’ll likely take time to build your followers.

And you’ll need to think carefully about your capacity to manage these pages. They will need to be regularly updated (ideally at least weekly) so there is fresh content and you look on top of the issues. The good news is that you can use a mix of your own and third party content to position you so it shouldn’t be too onerous to find things to post.

This ‘how to’ video below shows you how to set up a showcase page (and how to delete one should you need to).

Tips for promoting your Showcase pages

There are so many ways to promote your Showcase Pages. Here’s a list of ideas to get you started:

  • Get relevant people within the firm to include links to these on their profiles (ideally at the bottom of the summary section).
  • Include links from relevant pages on your website to these showcase pages.
  • Include a link in your email signoff.
  • Mention this in your news-alerts, in client meetings, at the end of seminars or presentations.
  • Invite relevant contacts to follow a showcase page for news on ‘X’.
  • Pay for some of the really valuable posts to appear as sponsored updates in a certain demographic’s LinkedIn feed – a number may then follow a particular Showcase page in return.

How to set up the new LinkedIn Showcase Pages in your Company Pages

I’d love to know what you think of Showcase Pages. Let me know in the comments and please share Pages you’ve set up. And please share this post if you find it valuable. Thanks.

Social media: firing up key client & practice group planning

Social networks will never replace face-to-face communication.

But they can lead to more opportunities for in person meetings.

They can play a role at all stages of business development from planning through to client relationship management. I’ll look at this in a series of posts over the coming weeks but today want to focus on the planning stage.

How to use social media for your business development

How can you use social networks at the planning stage?

When compiling your key client, industry sector and/or practice group plans social networks can help you identify key players in specific organisations. This is particularly helpful in a number of situations: Continue reading

Should you hide your LinkedIn connections – the pros and cons?

The answer is: it depends.

Should you hide your LinkedIn connections?

I’ll come onto why in a moment, but I wrote a post a year or so ago strongly recommending that people leave them visible. However, there is one really good argument for why you wouldn’t.

Both perspectives are set out below so that you can make the choice that’s right for you. Continue reading