Kim TassoLeadership: Authenticity, values and culture
Posted on: August 13, 2019 I was recently asked to facilitate a partner strategy session where the focus was on authenticity, values and culture. It was a highly interactive session with participants considering their personal values in a structured way before discussing them in peer groups. It was a softer parallel process alongside a more analytical strategy development process. Authenticity […]
Enquiry management: Converting more telephone enquiries with basic sales training
Posted on: July 25, 2019 At a “Business development for lawyers” course a while back the topic that the delegates asked me to write about was that of converting telephone enquiries. More recently, at a practice development course for private client solicitors, the same issue arose and other insights were shared at a recent in-house workshop on the topic. So […]
Technology and psychology skills needed
Posted on: July 15, 2019This leader article appeared in the summer 2019 edition of Professional Marketing magazine A view on the future of the marketing profession – Technology and psychology skills needed. The marketing profession is at an interesting crossroads. In one direction is technology nirvana – where systems automatically scrape and mine valuable information from within the firm […]
Structured programmes for Referrer Relationships
Posted on: July 8, 2019 At a recent referrer management course we talked about categorising and prioritising referrers and intermediaries according to the strength and value of the relationship. Marketing and business development teams might develop indicative programmes to show the appropriate relationship management and collaborative marketing activities depending on the stage of the relationship. Structured programmes for referrer relationships […]
Pitching and Tenders – Nine top tips and client feedback (June 2019)
Posted on: July 5, 2019 I’ve led several public courses on tendering and pitches recently (e.g. through Professional Marketing Forum https://www.pmforum.co.uk/training.aspx) and for professional service firm clients on an in-house basis. Here’s a round-up of the points that had most resonance on pitching and tenders – Nine top tips and client feedback: 1. Have a pitch process You can spend […]