The Power of Personal is a business development handbook for organisations selling high value services in highly competitive markets where there is a financial or reputational risk to the client, where trust is paramount and where relationships are everything. This book will show you how to: Identify the priority sectors, organisations and people to fulfil your business ambitions: Realise the massive untapped potential that already exists in your client base and your own people: Make every client interaction human and build exceptional relationships based on trust and mutual respect: Gain a competitive advantage by putting personalisation at the heart of everything you do: Develop a methodology for your whole team that enables you to leverage more from the time and money spent on marketing, communications and business development. If you’re an ambitious leader or partner in a professional services firm and you want to secure more work and attract top talent, you need to read this book. 'I'm all for finding technology that makes life easier and maximises value for the ultimate client. The Power of Personal combined with the Propella software hits that spot. It's clever and gives firms what they're looking for in their marketing. The advantage.' Derek Southall , CEO Hyperscale Group Limited 'If you want your marketing to stand out from the crowd and get you the results that you have always wanted, I highly recommend that you read The Power of Personal and really apply the lessons learned.' Derek Allen Mason CEng PrEng MSc(Eng) MSAICE MICE MIStructE Founding Director of Super Structures Associates Limited 'In our work to obtain new clients we used the thinking behind The Power of Personal to convert a random unstructured approach into a focused one. This helped us to identify the appropriate clients for our business and their relevant business needs. Success came quickly and some of our significant growth is down to this thinking.' Nick O'Hara , Managing Director, Thursfields Solicitors 'Like many barristers I'm a reluctant marketeer. However, using the thinking outlined in this book was well within my comfort zone. Quite simply it showed me how to build a practice with people I already knew. No dramas, no difficult conversations, no extra work for the clerks .' Jonathan Davies , Barrister, Serjeants' Inn Chambers 'My focus is on the numbers, so any book that shows us (with this degree of class) how to protect and grow the 20% that provides the 80% - which might then easily increase profits exponentially - is my perfect read!' Glyn Morris Partner - Head of Finance (non-lawyer), Higgs & Sons 'The tried and tested PACE methodology and pipeline is all about showing professional firms how to win more of the right work from the right clients at the right price. Here is a book that makes clever use of communications to achieve exactly that at every stage of the PACE journey.' John Monks , Managing Partner, The PACE Partners 'This book hits a lot of the right spots for me: how to future proof client relationships, leverage internal talent and ensure that time and money spent on marketing are well spent. It's thought-provoking and accessible. Reading it has been a good investment of my time.' David Fennell, Chief Executive, Gowling WLG 'This is the book I have been waiting for. The "silver bullet" to developing a business pipeline is making mutual and meaningful connections. That's what you get here. It doesn't matter if you are new to marketing or already have an established career, The Power of Personal deserves a spot on your bookshelf.' Maeve Jackson , Marketing and BD Director 'Twenty-two years of talking to good clients about what they really value confirms strong relationships are top of the list. The Power of Personal gives a brilliant structure and approach that even those at the top of their game would find invaluable.' Nicola Duke , Head of Client Care, Mills & Reeve 'What stood out for me was the realisation that, despite the age of technology we live in, people still buy from people and we have all lost sight of that personal touch. The book brings this back to the forefront of our minds. Teresa Pugh , Practice Manager, New Park Court Chambers Liz Whitaker is the founder and managing director of Propella Global and creator of Propella, the business intelligence software programme. She has been working with professional services orgasnisations for over 30 years, helping them to use communications to grow their businesses and retain and recruit top talent. Liz advises large, small, international, regional, and boutique firms, as well as membership associations and organisations supplying the professional services sector. Her in-house and consultancy clients have included KPMG, Wragge & Co (now Gowling WLG), Baker McKenzie (graduate recruitment), Harbour Litigation Funding, LCIA, Mackrell International, Grant Thornton, Capital Law, Boies Schiller Flexner (UK), Tugh