The One Rabbit Team

Jim Thompson

Director - Strategy

Professional Background

As a professional you either sell services or expertise – one is a commodity the other is value.

If you’re just the same as everyone else then you’re only value is that you’re the same as everyone else.

The continual market push to the commoditisation of knowledge is the greatest challenge facing knowledge workers of today in a world that is on a never-ending push towards commoditisation.

Without the ability to differentiate yourself from competitors with a voice, a platform, an opinion and a perspective you’re just the same as everyone else.

I help firms, their staff and individuals find and articulate their value proposition to the market in order to attract a dedicated following and high value lifetime clients.

“If you want to make everyone happy – don’t be a leader – sell ice cream” – Steve Jobs

Services & Specialisations

  • Positioning
  • Online Strategy
  • Lead Generation & Nurturing
  • Content Marketing
  • Information Architecture
  • Social Media
  • Website Development
  • Profit Maximisation

Articles Written by Jim

How to better articulate what you do and what makes you different

When I first meet a client, I deliberately do very little research on them beyond looking at their website. Not because I don’t want to make the effort but to put myself in a prospect’s shoes and to hold onto that all important first impression. I’ve done this many times and a recurring pattern I…

Why I’ve gone off the elevator pitch

I used to be a big fan of the elevator pitch, proudly being able to explain to a stranger what I do in one or two sentences. But I’ve completely changed my mind. The main reason being that I’ve never actually been asked by someone what I do in an elevator 😊 and even if…

It’s hard to market law because no one wants to buy it – new or old

There’s a lot of noise about out there about “New Law” but the only ones who seem to be excited about it are lawyers. As a buyer, I say welcome to the world everyone else has lived in for decades if not since commerce was invented. Sure, it holds some value for a buyer if…

How to help a client feel safe about hiring you and not a Big 4

We’ve all heard the comment “No one ever got fired for hiring IBM” although perhaps some should have. I’ve heard many of you share your frustrations at losing a tender or project to a big firm because the client feels safer in doing so. You know the client would get a comparable, if not better…

Why promoting awards you have won actually puts me off as a buyer

I don’t know about you but that’s how I feel particularly if they are peer/industry judged. I’m honestly happy for you that you entered and won but it makes no difference to me as a buyer, in fact, it turns me off. Why? I think the image above says it all but there are a…

Is your market position inside out or outside in?

I don’t expect you to care about my firms’ mission, vision, how good I think we are or how many awards we might have won, so much so I would never enter any awards. I don’t care you don’t care because I don’t care about yours either, all I’m really interested in is; are you…

How to establish trust with someone you’ve never met

I often say to clients no one really knows if you’re any good at what you do until they start working with you, do they? They typically agree, but then I respond with, well no that is not always true, there is a way to establish trust before you work with someone, or even before…

My tips for writing blog articles

The 2 biggest problems my clients seem to have are; Overcoming the fear of going narrow Writing content I’ll explain later, but problem number 1 is intrinsically linked to problem number 2. In the past 5 years, I’ve written about 200 articles and 4 e-books which I think is a pretty good output for an…

How to market a management consulting firm

Let me show you how by revealing how NOT to market a management consulting firm. I had a lot of good feedback from my mock lawyer’s website, illustrating in no uncertain terms how NOT to market a law firm. If you missed it take a look here – Yes, it may make some of…

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