This document discusses how LinkedIn can help professionals and businesses generate more leads and referrals through online networking. It explains that LinkedIn is the world's largest professional network with over 80 million members. It allows users to connect with their trusted contacts and exchange knowledge, ideas, and opportunities. The document encourages accounting firms to embrace LinkedIn, as most senior accountants have been slow to adopt social media, but it is an effective networking tool to find new clients and opportunities. It provides statistics showing that financial services is one of the most connected industries on LinkedIn.
LinkedIn. Why you Should be Part of the 200+ million people using it, by Soph...Sophia Fantis
An article I wrote about for People and Work Magazine. The magazine of the Cyprus Human Resource Management Association (CyHRMA). This article was found in Issue 37, July 2013.
The Verdict: Social media in the legal sectorFTI Consulting
Welcome to The Verdict, FTI Consulting’s inaugural study into the way that corporate law firms engage on social media. Using the proprietary model developed by FTI Consulting's Digital team we have analysed the social media performance of the UK Top 30 firms.
The report provides a ‘League’ table of the best performing firms on social media, covering three categories:
• Presence – followers and output (e.g. Tweets and Posts)
• Impact – levels of engagement from the social media output
• Quality – use of imagery or hashtags
Click on the link below to read the full report and see which firms are leading the way in social media. The report also features interviews with Heads of Communications at Allen & Overy, Baker & McKenzie and Eversheds.
This economic development webinar sesssion included a deeper dive into LinkedIn, Twitter, YouTube. It showed how to use these tools with specific recommendations for th eeconomic development office.
LinkedIn. Why you Should be Part of the 200+ million people using it, by Soph...Sophia Fantis
An article I wrote about for People and Work Magazine. The magazine of the Cyprus Human Resource Management Association (CyHRMA). This article was found in Issue 37, July 2013.
The Verdict: Social media in the legal sectorFTI Consulting
Welcome to The Verdict, FTI Consulting’s inaugural study into the way that corporate law firms engage on social media. Using the proprietary model developed by FTI Consulting's Digital team we have analysed the social media performance of the UK Top 30 firms.
The report provides a ‘League’ table of the best performing firms on social media, covering three categories:
• Presence – followers and output (e.g. Tweets and Posts)
• Impact – levels of engagement from the social media output
• Quality – use of imagery or hashtags
Click on the link below to read the full report and see which firms are leading the way in social media. The report also features interviews with Heads of Communications at Allen & Overy, Baker & McKenzie and Eversheds.
This economic development webinar sesssion included a deeper dive into LinkedIn, Twitter, YouTube. It showed how to use these tools with specific recommendations for th eeconomic development office.
10 Things LinkedIn Must Improve To Remain Relevant In B2B Social MarketingZINFI Technologies, Inc.
When it comes to business-to-business (B2B) social network, LinkedIn is the gorilla, and has certainly started to act like one. Why do I say that? Well, it’s based on a lack of innovation. The stock price is down, and the analysts are no longer sure – the future is not as clear as it used to be. Believe it or not, LinkedIn has been around for well over a decade now. It is older than YouTube. In the beginning, it was an incredible tool for upgrading your static Rolodex into a dynamic database of personal contacts, but then it morphed into an online resume, networking tool and much more.
Enterprise Social Media for Recruitment AgencieseSocialMedia
A presentation in London by eSocialMedia's Colm Hannon on how recruitment agencies are using enterprise social media and what other agencies can do to get started.
How can CPAs use Social Media to help them grow as professionals and leaders? Presentation by Janice Maiman (AICPA) and Tom Hood, CPA (MACPA) at the inaugral AICPA Leadership Academy in Chicago on July 10, 2009
Workshop for staffing leaders: Lead generation with social mediaLinkedIn Italia
Alex Charraudeau spiega ai leader nell'ambito dello staffing come far crescere il proprio business con LinkedIn, e in particolare come usare i social media per la lead generation.
Social media opportunities for family lawyersSuzy Ashworth
This article first appeared in the March 2012 edition of the Family Law Journal. It is a basic guide to the opportunities that social media affords to family lawyers, and was the precursor to my current round of training sessions for Resolution on using social media and making it part of your business development strategy.
Introduction to social media from B2B perspective. Delivered at a customer workshop for a global B2B client.
External utilization part done and presented by Marko Sykkö from Promener / Tehostamo Consulting.
A guide to to building your company reputation onlineIgniyte
Our free e-book – A Guide to Building Your Company Reputation Online is designed to help companies of all types and sizes understand how to manage their online reputation in a strategic and thoughtfully planned way. It explains how to maintain an effective online reputation, provides a range of useful tools and resources, and explores some real-life scenarios.
Accountants direct mail, databases & offline marketing that works - sales f...Dan Richards
Many Accountants struggle to make their marketing work. Ingredients such as Direct Mail, Telemarketing, and other offline channels have caused frustration for many partners.
While others have reaped terrific rewards from their investments.
This short, free webinar from Insight Marketing will help firms to ensure that their investment of time and money into their practice growth has the best chance of success.
10 Things LinkedIn Must Improve To Remain Relevant In B2B Social MarketingZINFI Technologies, Inc.
When it comes to business-to-business (B2B) social network, LinkedIn is the gorilla, and has certainly started to act like one. Why do I say that? Well, it’s based on a lack of innovation. The stock price is down, and the analysts are no longer sure – the future is not as clear as it used to be. Believe it or not, LinkedIn has been around for well over a decade now. It is older than YouTube. In the beginning, it was an incredible tool for upgrading your static Rolodex into a dynamic database of personal contacts, but then it morphed into an online resume, networking tool and much more.
Enterprise Social Media for Recruitment AgencieseSocialMedia
A presentation in London by eSocialMedia's Colm Hannon on how recruitment agencies are using enterprise social media and what other agencies can do to get started.
How can CPAs use Social Media to help them grow as professionals and leaders? Presentation by Janice Maiman (AICPA) and Tom Hood, CPA (MACPA) at the inaugral AICPA Leadership Academy in Chicago on July 10, 2009
Workshop for staffing leaders: Lead generation with social mediaLinkedIn Italia
Alex Charraudeau spiega ai leader nell'ambito dello staffing come far crescere il proprio business con LinkedIn, e in particolare come usare i social media per la lead generation.
Social media opportunities for family lawyersSuzy Ashworth
This article first appeared in the March 2012 edition of the Family Law Journal. It is a basic guide to the opportunities that social media affords to family lawyers, and was the precursor to my current round of training sessions for Resolution on using social media and making it part of your business development strategy.
Introduction to social media from B2B perspective. Delivered at a customer workshop for a global B2B client.
External utilization part done and presented by Marko Sykkö from Promener / Tehostamo Consulting.
A guide to to building your company reputation onlineIgniyte
Our free e-book – A Guide to Building Your Company Reputation Online is designed to help companies of all types and sizes understand how to manage their online reputation in a strategic and thoughtfully planned way. It explains how to maintain an effective online reputation, provides a range of useful tools and resources, and explores some real-life scenarios.
Accountants direct mail, databases & offline marketing that works - sales f...Dan Richards
Many Accountants struggle to make their marketing work. Ingredients such as Direct Mail, Telemarketing, and other offline channels have caused frustration for many partners.
While others have reaped terrific rewards from their investments.
This short, free webinar from Insight Marketing will help firms to ensure that their investment of time and money into their practice growth has the best chance of success.
Idml how every business can use a blog to win new clients, simplify social me...Dan Richards
This is a unique, simple and highly effective solution that allows all businesses - regardless of size or location or industry - to gain more visitors to their website, make using social media easy, save enormous amounts of time each week
Beware of telemarketing 12 common traps to avoidDan Richards
Telemarketing causes dread for most businesses. Do you insource, do you outsource? Does it actually work anymore? Is it only about hard selling or can you actually build relationships that produce quality new business and income? This report give you 12 common traps you can avoid to ensure you protect your investment, gain an ROI, and grow your business.
These are unprecedented times – don’t traverse them alone. One of our key frustrations is sitting with partners who say they simply want to grow. No particularly thought through reason why, no timescale or even eventual exit in mind. And then when asked what is in place to help them grow right now, notwithstanding the worrying lack of direction, the answer is often very little if anything at all.
This webinar gives you proven ways to win quality new clients for your firm now. It will also help you establish a sales pipeline and ‘engine’ that will add tangible £value to your practice. Firms of all sizes across the UK are implementing this strategies, tools and resources now for profitable results.
Expert ways to generate quality appointments, where you can win profitable new clients. Appointment generation for Accountants and professional service firms that is more than telemarketing.
Accountex 2013 is offline marketing deadDan Richards
Many accountancy firms worry that offline, traditional marketing methods are dead. Certainly, the rise of importance of websites and online marketing has created huge opportunities for firms and mobile technology through apps for accountants and mobile enabled websits means it is now far easier for clients and prospects to engage you and your content.
However, the myth is soon dispelled when truth hits home that the only way to make money for almost all accountancy firms is to 'take the conversation offline'. Add to that the reality that relational telemarketing, direct mail, database management and client protection plans are still producing significant ROI's for firms of all sizes - then the question is asked:
How do you best engage offline marketing channels, in an integrated manner with your online world, to produce an ROI and increase the medium to long term £capital value of your firm.
First presented live at Accountex 2013, this presentation gives you tips, tactics and hard evidence to encourage you to grow your firm in a proven, tried and tested manner.
If you would like to explore your firms marketing and the plans you have for growth, we are very happy to offer a free 1:1 by phone. Simply email danielr@insight-marketing.com, call direct on +44 (0) 7879 654191 or reach our office on 0800 8030826.
Best Wishes!
Dan Richards
Why websites are rubbish how accountancy firms can gain websites that produc...Dan Richards
This presentation explores why most websites struggle to be found on search engines and convert visitors to enquiries.
Accountancy firms in particular find it increasingly hard to compete and be found in an ever more competitive and saturated market place.
You will find practical steps in this webinar to ensure your website is one of those that can work, be measured and improved.
6 ways to grow your firm for slideshareDan Richards
This popular presentation outlines 6 key and proven ways in which professional firms can grow. Accountants, Financial Advisors and Law Firms alike all have implemented these strategies to great effect - and so can you...
Maximising your brand power online for HunterNetHeidi Pollard
CEO of UQ Power Heidi Alexandra presented the basics of how to boost your brand online using LinkedIn today at the HunterNet IT Forum at the Hunter Trade & Investment Centre
Chances are you’re already on LinkedIn. How do we know this? Because the platform is home to over a third of the world’s professionals (and we know that you, our readers, are a professional bunch).
And it’s likely you already know that LinkedIn is a pretty great place to make connections with other businesses, and the people who work in them. In fact, that’s probably why you signed up in the first place.
But did you know that LinkedIn is possibly the pinnacle of platforms for certain aspects of B2B marketing?
This e-book helps B2B sales professionals understand the 3 step process of social selling on LinkedIn: Find, Engage, Convert. Find the right prospects. Engage to build trust. Convert to sales conversations. Happy social selling!
LinkedIn Executive Playbook-2018 a must-read for any executive seeking to fos...Katrina Lu
Our goal is to help you be a better leader by enabling deeper engagement with your customers, employees and
peers. This executive playbook is based on our deep understanding of executives’ priorities and constraints,
and outlines key ways of leveraging the platform based on your needs.
LinkedIn is the best social platform for generating leads. LinkedIn is a very powerful network for extracting leads for businesses. Our LinkedIn Data Extractor Tools is the best solution for scraping leads data from LinkedIn and save into CSV & ECXEL sheets. LinkedIn Sale Navigator Extractor
I just dont get apps why are accountancy, ifa, and ifp firms launching smar...Dan Richards
Hundreds of firms are launching Apps for clients and prospects. They are experiencing increased referral generation, fantastic client feedback and terrfific PR and marketing with no more effort than they are already investing - indeed it often saves them and their clients time!
Yet many firms are still uncertain about the need or use of Apps for their firm and their clients. This webinar explores some of the context and direct experiences that firms are discovering and helps you make the decision whether an App and the use of mobile technology is indeed 'right' for your firm.
Blogs for accountants and why they're a must sales for accountants by insig...Dan Richards
The iBlog, from Sales For Accountants (by Insight Marketing) is taking the profession by storm!
Finally, there is something genuinely easy and low, low cost that every single firm and/or partner can do - regardess of their size or sector - that will save them time, increase web visitors, automatically feed social media and increase enquiries while differentiating you from your competitors. All for less than the time it takes to drink a cup of coffee each week!
This Free webinar by Insight Marketing, explores the case for Blogs - how to use them, how to find and post content easily and how the iBlog solution can work for your firm. Plus, we look at how to SEO every single web page you have so that you get even more value from your website.
These are simple and mostly free steps, that every one who listens to this - can do.
I hope you enjoy it!
Accountants the market place and threats ahead - practice growth consultanc...Dan Richards
This is a free webinar from Sales For Accountants (by Insight Marketing) focused on the Market Place and the Threats Ahead.
Incredible change has happened, in the market place and in our economy. And more is ahead.
How has your firm coped and how will you respond now.
We explore in this short insightful webinar, the key changes that have occurred and the main threats the industry faces ahead.
Insight digital media online marketing that works - seo and blogsDan Richards
How North East Businesses, based in Darlington, Tees Valley, Newcastle and throughout the UK (and even worldwide!) can generate more visitors to your website, massively simplify the use of social media and gain more enquiries. ANY Business can do this - whatever size, location or industry sector. Discover what most agencies don't tell you, can't tell you or simply don't want to tell you so they can charge more! Pretty websites are great, but if they don't convert visitors into enquiries then for most businesses they are useless.
Blogs work for accountancy firms - How accountants use blogs to increase SEO ...Dan Richards
Over the next 12 – 18 months we believe that almost every accountancy firm will have a blog and start blogging. Simply because the benefits to having a blog are so strong, the cost to getting a blog running so low and running a blog actually saves most accountancy firms or senior partners valuable time!
Perhaps unsurprisingly there are a lot of bad, early blogs out there! As you will see from the examples below many make the simple mistake of having the blog separate from their website – making usability a pain and you loose out on the great SEO benefits of a blog. Some firms will even be setting up a blog as an apparent afterthought to the website, and actually competing against its main site for Google rankings! Not least because Google values fresh, new, social content much more than a static website.
7 ways to ringfence customers - How to protect clients, sell more to clients...Dan Richards
Right now in the current market, ring fencing your customer base is a critical and urgent part of successful practice management. A firm must protect clients. Your customers are at more risk than ever before and also need greater support from their most trusted professional advisor. This also presents for most firms a very real opportunity.
Some firms have been complacent, others have been down-right lazy. Truth is, if you’re not using twitter – your competitors will be. If you’re not online to market and sell, your competitors will be. If you’re not actively protecting your clients, your competitors will be actively courting them...
To talk 1:1, without obligation, and to get expert independent advice for your firm and your goals please call +44 (0) 800 8030826 or email me direct on danielr@insight-marketing.com
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Builder.ai Founder Sachin Dev Duggal's Strategic Approach to Create an Innova...Ramesh Iyer
In today's fast-changing business world, Companies that adapt and embrace new ideas often need help to keep up with the competition. However, fostering a culture of innovation takes much work. It takes vision, leadership and willingness to take risks in the right proportion. Sachin Dev Duggal, co-founder of Builder.ai, has perfected the art of this balance, creating a company culture where creativity and growth are nurtured at each stage.
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
Elevating Tactical DDD Patterns Through Object CalisthenicsDorra BARTAGUIZ
After immersing yourself in the blue book and its red counterpart, attending DDD-focused conferences, and applying tactical patterns, you're left with a crucial question: How do I ensure my design is effective? Tactical patterns within Domain-Driven Design (DDD) serve as guiding principles for creating clear and manageable domain models. However, achieving success with these patterns requires additional guidance. Interestingly, we've observed that a set of constraints initially designed for training purposes remarkably aligns with effective pattern implementation, offering a more ‘mechanical’ approach. Let's explore together how Object Calisthenics can elevate the design of your tactical DDD patterns, offering concrete help for those venturing into DDD for the first time!
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
State of ICS and IoT Cyber Threat Landscape Report 2024 preview
Unlocking linked in your free report
1. Your free report
Unlocking the Power of LinkedIn
IBLE F
25
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EL
CPD
R
Yrs
TRUSTED F P
S
C
OR OVER
D
T
POIN
2. Thank you
Thank you
For taking the time to request this free report. It’s been written to help companies
like yours embrace this powerful technology and benefit from the results.
Over the past 3 years I have spoken to thousands of delegates about social
networking. A few enlightened individuals acknowledge its importance in the
current marketing mix, but the vast majority shake their heads and say “It’s for
kids. It won’t work for us” or “We don’t know where to start!” But there is one
social networking application that very definitely is for professionals – it’s called
LinkedIn and it’s a proven way to generate introductions and referrals through
online networking – exactly what you have been doing for years successfully
offline. James Potter
For someone like me it’s encouraging to see that the fundamentals of Know, Like and Trust, the three
stepping stones to building profitable relationships, have been dusted off and used once more. People are
still doing business with people they like; people like them; people who show a genuine interest in them,
and who they trust.
Networking groups are thriving. The move towards social business is growing and LinkedIn has been
elevated in importance. As some 80% of an average business client base is normally within a 30 mile radius,
it makes sense to be actively networking in your local business community; most of your business will be
local and will be passed on locally.
As the entire business world becomes more ‘connected’, it makes sense to actively put yourself out there
and to network, both at face-to-face events and online using LinkedIn. Today. networking is more important
than ever, so your firm’s strategy for success must include LinkedIn, or quite simply, you’ll miss out!
In this report you’ll discover the powerful potential of LinkedIn and how it can help you’re practice generate
more leads and more business.
Warm regards,
James Potter
James Potter
Senior networking and LinkedIn advisor
jamesp@insight-marketing.com
P.S. If this report excites you then why not come along and find out more at an exclusive free evening event
(see page 18). If it overwhelms you, and you would prefer to get someone to set everything up for you, we
can help you with our Managed LinkedIn service, see page 15 for further information.
2
3. Contents
4// Everything’s Changed 12// Like A Fish out of Water
6// What is LinkedIn? 13// Prospecting
7// Facts and Statistics 14// 6 things To Avoid
8// The Perfect Place 15// Managed LinkedIn service
10// First Impressions 17// Final Thoughts
11// Where do you Start? 18// Live Event Invitation
www.unlockingsocialnetworking.co.uk by Insight 3
4. Everything’s Changed
The world in which we operate has changed – and most firms need to catch
up!
Let’s be Frank, communication technology is advancing at break-neck speed and most senior accountants
find the use of iPads, iPhones and the concept of Social Media utterly bizzare. When your children or
grandchildren ask, “How many children in your class had mobiles and iPads, Daddy?”, your answer, “None!”
seems unbelievable to them. Such gadgets were beyond comprehension even twenty years ago but today,
the kid without one is an exception to the rule.
The world has changed forever. And we still want MORE!
Thanks to high-speed broadband through mobile phones, more and more of us will be using smart phones,
iPads etc to browse online. The entire experience has changed, and yet most people crave for even more.
“Time is a gentle deity,” said Sophocles. It may have been for him, but today ‘time’ is the driving force that
cracks the whip, and still we cry for more out of less.
It’s in this somewhat overwhelming context of change and flux that this report introduces LinkedIn. Over
the next few pages I hope to share with you’ll discover why, as a networking tool, LinkedIn is without
comparison – at least for now.
4
5. “When you know how to use LinkedIn
well, you’ll save yourself a ton of
time. You’ll walk through open doors
instead of making cold calls; you’ll
enhance your personal reputation
and the profile of your practice; you’ll
access outstanding information and
opportunities that you would previously
have missed and, ultimately, you’ll
”
increase your revenue.
James Potter – Insight
www.unlockingsocialnetworking.co.uk by Insight
www.salesforaccountants.com 5
6. What is LinkedIn?
What is LinkedIn?
LinkedIn is a free online networking tool that enables you to be found online and stay connected with
others. It’s the world’s largest professional network with over 80 million members and it’s growing rapidly.
It connects you to your trusted contacts and helps you exchange knowledge, ideas, and opportunities with
a broader network of like-minded professionals.
Not only is it a fantastic tool for networking and referral generation, but it’s also a great way of keeping your
database up to date (something we all struggle with). In today’s professional world, people change jobs and
locations constantly. By connecting on LinkedIn, your address book will never go out of date. Your contacts
update their profiles, keeping you current with their latest jobs, projects and contact info. You’ll stay in closer
contact thanks to a range of great tools to communicate and collaborate.
For example if your immediate circle can’t resolve a unique business challenge, LinkedIn tools like ‘Answers’
and ‘Groups’ let you locate and interact with experts through trusted introductions. LinkedIn Search lets you
explore the broader network by name, title, company, location, and other keywords that will help you find
the knowledge you’re looking for.
Whether you’re looking for a career opportunity, winning new clients or building your professional reputation,
LinkedIn connects you to jobs, sales leads and ideal business partners. With a powerful search engine,
company research tools and a jobs board that shows who you know at listed companies, LinkedIn is the
place to turn to for new opportunities.
No selling; no crass marketing - just old fashioned networking.
As you already know, the most effective tactic to grow your company is networking. Yet there seems to be
a disconnect between this understanding and the advantages of using online tools like LinkedIn. If your firm
wants to compete in todays ever-changing market, then the very best place to start is LinkedIn. There is no
telling how far it will take you and, like most new technologies, it’s the firms who adopt it early on that will
gain the most from it.
It’s free to join. Simply visit www.linkedin.com
6
7. LinkedIn facts and statistics
LinkedIn facts and statistics
To be a fully rounded professional in the 21st century, you are expected to be a good networker and
an effective business developer. None of the professions recognises the value of networking more than
professional service companies. Since mid 2009, LinkedIn has rocketed in importance as a place to engage,
a great place to break the ice, raise visibility, showcase your expertise, to start the relationship-building
process and to keep existing relationships alive and warm.
At the very least, with over 5 million people in the UK already registered on LinkedIn (around 14% of
the taxpaying population), it’s essential to have a personal and company profile. ‘Online Networking’ has
emerged, from being ‘just for kids’, to take its seat at the main table of business development. It has
become a place where ‘serious’ connections are made and the accountancy profession is starting to take
it seriously. As you can see from the chart above, the number of monthly visitors to LinkedIn UK keeps
growing every single month.
www.unlockingsocialnetworking.co.uk by Insight 7
8. The Perfect Place to Network
LinkedIn is the perfect place for you to network with high earners
1. LinkedIn enables you to connect to your network at work and at home. The percentage of users logging
on from home/work (UK): 38% business / 62% home
2. Financial service companies are among the top 4 most connected industry sectors using LinkedIn
IT 324,770
Financial Services 188,786
Computer Software 124,785
Marketing/Advertising 119,958
3. Over 75% of the UK’s top professional firms still do not show LinkedIn on their website homepage.
That’s great news for firms wanting to use this tool while your competitors sleep! (Research undertaken
by Insight March 2011)
4. LinkedIn is also good for firms wanting to reach and network with banks and bank managers. Two
banks are in the top 5 most connected UK companies and all major banks are already using LinkedIn.
Have a look for a local bank manager you know!
NHS 18,140
BT 11,536
Royal Bank of Scotland 11,221
IBM 9,217
HSBC 8,557
5. LinkedIn is dominated by households who earn £50,000 or more
College Graduate High School Some College
8
9. The Perfect Place to Network
6. 20% of LinkedIn users are senior level executives and managers. What’s more, over 60% are either
decision makers in their companies or have direct influence on decision making.
High earners on LinkedIn are potentially great prospects for your firm
As a professional firm you should be looking for quality clients, of the right type and profile that suit your firm.
We I believe LinkedIn is the perfect place to find these customers and be introduced to them. It allows you
to select your target market very precisely, and with a younger base of 25 – 34 year old with high incomes,
that’s got to be a great starting place.
The February 2011 stats show that there are over 90 million members on
LinkedIn worldwide. It represents the largest and most current business
database available in the world today.
Source:
Global Recruiting roundtable, 2011. Everything you wanted to know about LinkedIn - UK statistics and trends 2011.
[online] Available at: <http://www.globalrecruitingroundtable.com/2011/01/07/everything-you-wanted-to-know-
about-linkedin-uk-statistics-and-trends-2011/> [Accessed 10 March 2011].
www.unlockingsocialnetworking.co.uk by Insight 9
10. First Impressions
First impressions really do count
It’s not just potential clients who can find you on LinkedIn. Your current clients will expect you to be there
too!
Despite great user statistics and a demographic user-base to die for, some firms still ask “What is the point
of having a profile?”
If you do not see the networking opportunity, then I would encourage you to think about the perception
generated if someone searches for you and you’re not found. Suspicious? Alarming? Why don’t you have
a profile? Do you have something to hide? These are typical of the feelings and questions it raises in your
potential prospect’s mind.
Many of your clients probably expect you to be on LinkedIn already. It is the place to present and manage the
professional reputation of your firm and your team, online. It enables you to communicate with, and update
your customers on, what you are working on – and it’s free. You can upload your entire customer database
into your LinkedIn contacts (up to 3000 records) and then invite them to join you online. The powerful part
of this is that over time you can see who they are linked to and ask them politely and professionally for an
introduction.
Consider these scenarios… Your client tries to find you and struggles. Eventually, they give up and assume
you are still in the dark ages. Or you take the first step, upload your customer base and make contact
with them, inviting them to join your network. They accept your invitation and see you are pioneering new
ground. Better still, you find they are happy to recommend you.
As an absolute minimum, even if you do nothing else, please join LinkedIn and create
your profile.
It’s quick, simple and free!
10
11. Where do you Start?
Where do you start?
Start with your LinkedIn profile
Before connecting with others you must first set up a profile page at www.linkedin.com and ensure it
achieves a 100% profile score. LinkedIn claims you are 40 times more likely to turn up in a search if you
have a fully completed profile.
To achieve this, simply complete the 7 simple steps below or alternatively see page 19 for details of how we
can manage the process for you. (Insight’s Managed LinkedIn service)
Make sure your profile is client focused
Take the time to think through your profile carefully. We recommend that you write out the various points
using something like Microsoft Word or similar, so you can work on the different aspects of your profile
until you are happy with it. Your profile needs to be client focused. It’s not a CV or a boring list of all the
companies you have worked for. It’s all about making connections and to do that effectively, potential clients
need to be able to see ‘what’s in it for them’. Make sure you have an interesting headline, as this is what
people find when they search LinkedIn or when you contribute to a group discussion.
1. Your current job or position
2. Two previous positions
3. Your education
4. The profile summary
5. Your photo A simple, professional head and shoulders photo
6. At least three recommendations Remember, your profile is a modesty-free zone! Tell the prospects what you
are great at and encourage them to contact you
Specialities section Use this to fill with your keywords to be indexed higher on the search phrases you want.
www.unlockingsocialnetworking.co.uk by Insight 11
12. Like A Fish out of Water
Don’t wait like a fish out of water for people to come to you!
If you create your LinkedIn profile and don’t reach out to others and join groups that your prospects belong
to, then it’s like attending a networking event and standing in the corner, looking at the ground, hoping
someone will come and talk to you. You need to get out and engage with others. Here are 8 quick tips:
1. Don’t expect people to accept your invitation to connect without giving them a reason. Tell them what they will
get out of the relationship and how they will benefit.
2. Upload your entire customer database into your LinkedIn contacts (up to 3000 records) and then invite them to
join you online.
3. Upload your entire email list from Outlook, Gmail or similar
4. Focus on connecting. Every time you get a new contact or business card, link to them using LinkedIn.
5. Recommend people in your network where appropriate and ask for recommendations in return
6. Make LinkedIn the homepage on your browser so you review it regularly.
7. Think about lost sales opportunities over the last 10 years or more, then try to find those people on LinkedIn
and get back in touch. Use this as part of your firm’s ‘Keep In Touch’ strategy and it will help you to reach out
powerfully to past contacts.
8. Groups are important. Join the right ones, contribute to them or even create one.
Find groups within your own industry but also join the groups your prospects
belong to. Once you join, ensure you post relevant topical information. And the
best way of all is to create your own community of followers who want to hear
from you. As proactive accountants, you have a huge amount of important
accountancy-related information that’s of huge value to your readers.
Remember the powerful part of this process is that you can, over time,
see who your network are joined to. At the appropriate time you can then
ask them politely and professionally for an introduction, exactly as you
would offline.
12
13. Prospecting
A prospecting tool
Once you know how, you can find perfect new business prospects who are geographically
suitable for your firm. It’s easy!
The ‘advanced search’ capability within LinkedIn can uncover all the business contacts you’ll ever need,
within your geographic location and within the specific sectors that are of interest to your firm. You can even
search for companies of the size you prefer to approach or for the name of the decision-maker you wish to
engage.
Gathering competitive intelligence on LinkedIn or finding new staff
You can learn a lot from the competition and LinkedIn makes learning from your competitors pretty easy.
If you want to see what your peers are doing to get work, or even who they’re connected with, one useful
but little known technique when researching a competitor organisation, is to make contact with previous
employees.
Simply:
• go to advanced people search (the default search option)
• insert the company name
• select the ‘past not current’ option in the drop down box
• hit the Search button
This will give you the names of those who used to work there. You’ll notice that it automatically tells you the
number of results returned by the search and right next to that information is the ‘save’ option enabling you,
should you wish, to save the search criteria and to select the update and notification interval that suits you.
You’ll also see how they are connected to you, by level (1, 2 or 3) and also through whom you are connected
- ‘shared connection’. By clicking the ‘more’ option within the individual profiles, you’ll see expanded
detail, without leaving the page. This, therefore, gives you all the information you’ll need to engage with
the individual and seek their help or guidance, when conducting research. In addition to competitive
intelligence, this is also an excellent way to recruit employees with experience from particular companies.
www.unlockingsocialnetworking.co.uk by Insight 13
14. 6 things to Avoid
6 things you should avoid…
I hope you will use LinkedIn as a valuable tool for your practice. However, before you get started, here are
a few common mistakes to avoid.
1. Don’t let your staff loose on LinkedIn without a plan and some training LinkedIn can seem like manna
from heaven to a firm looking to grow and improve their social media activity. However, it is easy to get things
wrong and in serious cases you could be banned from LinkedIn altogether! This includes employees writing
profiles without any guidelines. Without some guidelines you will probably end up with a muddle of information,
styles, personal profile summaries and conflicting information.
2. It’s not about volume Do not invite the world just to increase your connection list. They are professionals like
you and therefore they want to know why they should accept your invitation. Equally, be sensible about who you
accept invitations from. We advise common sense here! Some firms will simply accept everyone, but we advise
that you only link with people you know, at least to start with.
3. Avoid crazy photos A head and shoulders photo of yourself, smartly dressed, is perfect. Photos of individuals
out on the town, singing karaoke or drinking are fine for Facebook but not LinkedIn.
4. Don’t lie or oversell yourself Give a truthful account of where you have worked, what you have done and
what you aspire to do. Be truthful and honest without over-hyping what you do.
5. Don’t ignore the update function This is a powerful tool to keep you at the top of your network’s minds. By
‘updating’ your profile, you will show up on their LinkedIn homepage and even their email. Don’t over-do it. A
few updates each week is fine and like other updates you can post links to any interesting articles.
6. Don’t ignore your website link and do customise it Make sure your website details are on your LinkedIn
profile. You can include it 3 times, so make sure you use them all – this will improve your Google rating. Higher
rating, more hits, more clients!
14
17. Final Thoughts - and you invitation to join us for free
Final Thoughts - and your invitation to join us live for free
I do hope that this report has been useful for you and has helped to understand the power of LinkedIn for
your firm. If you use it well, you will save a lot of time but more importantly, it will ensure you are walking
through open doors instead of making cold calls. You will enhance your reputation and the profile of your
practice; you’ll access outstanding information and opportunities that you would previously have missed
and ultimately, you’ll win new clients.
Networking now has two halves making up the whole: face-to-face networking and online networking.
And it will serve you well to be good at both. To derive the full benefits of this new, business networking
landscape, I encourage you to be regularly and consistently participating in both places. If you want to
discover how to do this more successfully, I would like to invite you to one of our fourth coming events.
Come and join us free for 1 hour, plus champagne and canapés
I would personally like to invite you to one of our free evening workshops on new ways of marketing for a
new economy, exclusively for professional service firms!
Thank you for reading,
Warm regards,
James Potter
James Potter
Senior networking and LinkedIn advisor
jamesp@insight-marketing.com
“
I found the day very enjoyable as the content was relevant and the
presenters encouraging. It was particularly interesting because it
was targeted at professional service firms.
”
“
Insight have cracked it – seminar that is entertaining and extremely
insightful - David Oliver and James Potter are worth the time alone.
”
www.unlockingsocialnetworking.co.uk by Insight 17
18. Digital Marketing That Works
The must attend evening event of the year for Professional Service Firms
Unlock the power of LinkedIn and social networking
for professional service firms - Free Event
When and Where?
23rd November
Marriott Kensington
147 Cromwell Road, SW5 0TH
17:00 Free Champagne, canapés & networking
17:30 – 18:30 Main event
Cost: Free
Register free
By telephone 0800 80 30 826
Or in less than 60 seconds at www.unlockingsocialnetworking.co.uk
Attend this special FREE evening event, and you will discover how leading professional firms are using
social networking, in the current market. You will hear about proven strategies that are not only easy to
implement but will help firms like yours grow and prosper. You’ll see how others that have taken action
under our tutelage in the past 12 months are already reaping the rewards.
“ Our senior management team first heard the Insight team in Paris with 80 other accountants
at an international convention. Their ability to present with passion and inspiration and
their ability to combine online and offline marketing for proven results means, I have no
hesitation in recommending the Insight team for firms that are looking to grow. ”
Rakesh Shaunak
18
20. Testimonials
“I have heard David Oliver a number of times presenting to lawyers,
accountants, and finance professionals. His content is practical, his
principles easy to implement, and his delivery inspiring.”
“A very informative, thought provoking event. I am leaving here with
many ideas that we are looking forward to implementing.”
“The session was really helpful in understanding how LinkedIn
and Facebook works was not aware of how many pages can be
generated automatically and stay empty.”
“Very enjoyable and informative event – lots of ideas to take away.”
“David Oliver is both a powerful presenter of material but also.... and
more importantly to me, his work has made a significant difference
to our business. It has depth and can be practically applied... but
most of all it produces results.”
“An essential and must attend event for any firm looking to grow in
the continually evolving digital age.”
“I must admit that I was very sceptical to start with but this session
was amazing. I have picked up so many nuggets of information.
I will definitely be attending more Insight events – thank you for a
great workshop.”
20
21. Testimonials
In addition to working directly with professional service firms we are proud to
present for, exhibit with, or be endorsed by:
www.unlockingsocialnetworking.co.uk by Insight 21
22. Why should you trust us?
Our position as the Uk’s leading marketing organisation has been hard won over more than twenty five years through
the application or core values and behaviours that influence everything we do. Our core values and as a business and
as individuals are:
Honesty
We believe in being up front, honest and open, even if at times the truth can hurt or lose you customers.
Giving
Everyone within our business has a giving nature and provides assistance where possible to those less fortunate.
Desire
We have a genuine desire to develop win-win relationships with partners.
Challenge
We believe that just as “iron sharpens iron” one man can sharpen another. By positively challenging both the accept-
ed norm and the goals, results and strategies used, we believe we can develop market-leading solutions.
Inspiration
We look to inspire others through the use of creative design.
Dedication
Appreciating that challenges will come, we are dedicated to our partners and to achieving the goals that we agree
together.
Fun
We believe in a philosophy of ‘work hard - play hard’ and enjoy both.
Share
We are an open book and are willing to share our ideas, thoughts and resources freely with others who share our
values.
Serve
Ultimately we exist to serve our customers.
Excellence
We want every customer to be successful and we go the extra mile to ensure that this is achieved.
Environment
We are accountable both ethically and commercially for the environment. Therefore we operate with a unique ‘green
policy’ working towards being carbon neutral and encouraging others to do so.
Learning
We continually learn and improve. We accept that this may cause mistakes – sometimes major ones – that we will
tackle and overcome together.
Vision
We work with selected partners towards developing and sustaining best-in-class digital marketing solutions, with the
aim of generating a regular flow of new business at a controllable rate.
UK 0800 803 0826
Europe +44 (0)1256 896239
USA 1-(800)-542-0602
www.unlockingsocialnetworking.co.uk by Insight