Bob Spence
Bob Spence is a strategic networking thought leader and accredited trainer, and a consultant at management consultancy Wilkinson Read & Partners
FeatureGreat expectations
Bob Spence examines how client relationships have changed post-pandemic, and the key points to consider when thinking about client retention and relationship management
FeatureSelling your story
Bob Spence explains ‘storytelling selling’, an engaging way to communicate with clients virtually
FeatureHere comes the rain again
Bob Spence looks at how to restart your rainmaking activities post-lockdown, including how to prioritise your business development efforts, and how to restart stagnant conversations with clients and prospects
FeatureScreen capture
Clients and prospects are now used to using webcams and teleconferencing software for meetings – and are unlikely to change their habits after lockdown. Bob Spence looks at how rainmakers can use technology to conduct effective business development online
FeatureShuffle the cards
Exchanging business cards at networking events is part of most law firms’ business development activity. Bob Spence looks at why this may not be the best use of time, and how else you can build your network and win new business