Book Review: Malcolm McDonald on value propositions – How to develop them, how to quantify them (by Malcolm McDonald and Grant Oliver)

Posted on: May 7, 2019 Malcolm McDonald on value propositions – How to develop them, how to quantify them

This book review of “Malcolm McDonald on value propositions – How to develop them, how to quantify them” appeared in the April 2019 edition of Professional Marketing magazine. https://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx Like much of Malcolm McDonald’s superb work, this isn’t an easy read as the proposed approach is thorough and analytical. It will, however, appeal to those […]

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Driving successful marketing programs for professional services

Posted on: April 1, 2019 Intapp integrates technology and information across the client life cycle

This article “Driving successful marketing programs for professional services” was published by Intapp on March 29th 2019 https://www.intapp.com/blog_posts/successful-marketing-for-professional-services/ We recently connected with professional services expert and influencer, Kim Tasso to talk about marketing. Tasso, the managing director of RedStarKim Ltd, is an independent management consultant specializing in the professional services sector. In this conversation, Tasso […]

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Key Account Management (KAM) – Top 10 tips for designing and implementing a KAM programme

Posted on: August 25, 2018 designing and implementing a KAM programme

Delegates (representing experts and beginners from law firms, accountancy practices, technology consultants and actuaries) at a recent training session by http://www.pmforum.co.uk/training.aspx on Key Account Management (KAM) selected the following top 10 tips for designing and implementing a KAM programme in a professional services firm. Designing the Key Account Management (KAM) programme 1. Adopt a long […]

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Client satisfaction benchmarks – How do you measure up?

Posted on: May 31, 2018

At recent referrer management and client relationship management training sessions http://www.mblseminars.com/Outline/Developing-More-Work-from-Referrers-_-Intermediaries/5770/ , we have talked about NPS (Net Promoter Score) which measures the propensity or likelihood of recommendation and how it is rapidly becoming the standard measurement of client satisfaction in professional service firms. Several people have asked about client satisfaction benchmarks – How do […]

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System review – Intapp integrates technology and information across the client life cycle

Posted on: May 30, 2018 Intapp integrates technology and information across the client life cycle

As part of my ongoing review of technology systems supporting professional service firms (PSFs), I went along recently to speak to Mark Bilson of Intapp. Intapp is an interesting cloud-based platform as Intapp integrates technology and information across the client life cycle at a firm – once understood the potential impact of the platform is […]

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