by James Lumley | Jul 1, 2024 | PM Magazine
BD training isn’t about taking technical experts and turning them into a salesforce. At its best, it is about behaviour change and personal growth, writes James Lumley. Lee Curtis’ frequent use of the taboo word ‘sales’ is deliberately designed to force fee earners to...
by James Lumley | Jul 1, 2024 | PM Magazine
Actuaries don’t market the services of insurance companies and software developers rarely put their coders in front of clients. Yet, even as professional services firms become better at harnessing the expertise of marketeers, the sector is increasingly training...
by James Lumley | May 17, 2024 | Editor's picks, PM Magazine
Over the last few years, professional services firms have come under increasing pressure not just to do good, but to demonstrate that they are doing good both to their clients and to the world at large. How have they been doing this, and in what way is this impacting...
by James Lumley | May 1, 2024 | PM Magazine
One of the biggest problems most businesses face when they choose to transition into demonstrating that they are a responsible businesses is the documentation. How exactly do you make the change and prove it? B Corp might be an answer, writes James Lumley. The...
by James Lumley | Mar 1, 2024 | PM Magazine
The digital revolution means that we are now drowning in an abundance of data. What’s a marketeer to do? James Lumley finds out more. In 2012, two years after the first iPad hit the market, iconic management publication The Harvard Business Review predicted that big...
