Key Account Management KAM in a nutshell

Posted on: December 19, 2017 Key Account Management KAM

I was delighted to address the Professional Marketing Forum Scotland members last week in Edinburgh. The topic they choose was Key Account Management KAM in a nutshell – so I presented information on “text book” theories as well as lots of stories from my experiences on the “front line” of KAM strategy and development in […]

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Property marketing case study – Client and key client relationship management at JLL

Posted on: October 18, 2017 Property marketing case study - CRM at JLL

At the 2017 Professional Marketing Conference http://www.pmforum.co.uk/conference.aspx , Anna Lind, Director of Client Relationship Management at JLL where she leads a team of seven, provided a fabulous property marketing case study. She talked through her six element client relationship management (CRM) and key account management (KAM) programmes which she has developed during her three and […]

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Key Account Management KAM – Managing key client meetings

Posted on: July 24, 2017 Managing key client meetings

At a recent training workshop on helping fee-earners with Key Account Management KAM – the delegates requested that I write about how to manage key client meetings. Further details of this course can be found here http://www.pmforum.co.uk/training.aspx What often happens My observation is that at the start of a Key Account Management or Key Client […]

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Client relationship management (CRM) – How many close relationships can you manage?

Posted on: May 8, 2017 Client relationship management (CRM)

Client relationship management (CRM) remains topical. At a recent MBL course on “Getting more work from referrers and intermediaries”  I was asked about the number of relationships that any one professional could expect to manage successfully. Relationship marketing is the primary method of business development in many professional service firms – both those providing commercial […]

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Importance of Client Experience Management (CEM) – PM Forum conference report 2016

Posted on: November 16, 2016

My conference report for the Professional Marketing Forum’s 21st Conference “All about the journey” which focused on Client Experience Management (CEM) was published in this month’s edition of Professional Marketing magazine http://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx . It’s hard trying to tease out the most important insights from what proved to be a jam-packed day of useful and important […]

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