Conference report: “You haven’t heard it all before” Professional Marketing Forum conference September 2019 (Innovation, procurement, campaigns, creativity, assertiveness)

Posted on: November 11, 2019 Conference report: “You haven’t heard it all before” Professional Marketing Forum conference September 2019

This conference report on the Professional Marketing Forum conference September 2019 was published in the November edition of Professional Marketing magazine https://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx  Lucy Canning of Grant Thornton UK kicked off proceedings by challenging the “echo chamber of assumptions” in professional services marketing and suggesting that we “tear up the rule book”.  She urged us to […]

Read More

A strategy for developing more private client work

Posted on: September 20, 2019 A strategy for developing more private client work

A shorter version of this article on A Strategy for developing more private client work was published in The Law Society’s Private Client Section in September 2019 https://communities.lawsociety.org.uk/september-2019/workshop-developing-more-private-client-work/6000337.article At the Law Society’s Private Client Conference in June 2019 I presented a short workshop on “Developing more private client work”. The session covered: 1. Develop a […]

Read More

Enquiry management: Converting more telephone enquiries with basic sales training

Posted on: July 25, 2019 Enquiry management: Converting more telephone enquiries with basic sales training

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 […]

Read More

Book review: Managing key clients (securing the future of the professional services firm) by Kevin Walker, Paul Denvir and Cliff Ferguson

Posted on: June 25, 2019 Managing key clients

Whilst this is not a new book (it was published in 2006), I thought it was worth including as a review as it is one of the few books on key account management that focuses on the professional services sector. Managing key clients is also produced by the PACE partnership and many firms will be […]

Read More

Client Experience Management (CEM) – Nine takeaways (Perspective, Emotions, Tension, Journeys, Involvement, Tangible, Systems, Technology, Process)

Posted on: June 19, 2019 Client Experience Management (CEM) – Nine takeaways (Perspective, Emotions, Tension, Journeys, Involvement, Tangible, Systems, Technology, Process)

In April, the delegates at the Client Experience Management (CEM) workshop at Professional Marketing Forum https://www.pmforum.co.uk/training.aspx  identified the following nine takeaways: 1. Adopt the client’s perspective Whilst it is easy to see the business benefits of a Client Experience Management programme in terms of consistency of quality and care, it is critical to adopt the […]

Read More

Original branding by Matt Playford · A site by Fresh01