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How not to win business: a guide for professionals

The following are some of my recent publications. Please click the links to read more:-

A slightly tongue-in-cheek new series in The Journal of The Law Society of Scotland:-

  1. Talk, don’t listen
  2. Be afraid to fail
  3. Don’t deliver the whole firm
  4. Put skill above service
  5. Get stuck with labels
  6. Don’t ask why. Often the hardest bit is popping the question.
  7. Cling to the hourly rate
  8. Focus on the law
  9. Freeze at the thought of cold calling
  10. Pursue the new, neglect the old
  11. Lead from the rear
  12. Fail to plan
  13. Use erudite vernacular!”

The Word of Gold: The Journal