Kim TassoLinking pipeline and portfolio management to avoid strategic drift
Posted on: August 26, 2010Unlike lawyers who rarely have repeat business, accountants have portfolios of work – a large proportion of which is ongoing compliance work (e.g. audits) and a smaller amount which is ad-hoc advisory work. Of course, some accountants – such as those working in the corporate finance arena – will have a large transactional element where […]
Part one – Why? Twitter for lawyers, accountants and surveyors
Posted on: December 10, 2009Web 2.0. Social networks. Social marketing. There’s lots of jargon – and hype – about it all. Most senior professionals will associate things such as Myspace and Facebook with their teenage kids and dismiss them from consideration as serious business tools. So here, in part one, I ask the question Why? Twitter for lawyers, accountants […]
Business Development Checklist for Junior Professionals
Posted on: October 30, 2009I am often asked to run short training sessions at legal, accountancy and surveying practices with the aim of helping young professionals start their business development activities in support of the firm’s marketing and business development programmes. Here is a summary of some of the ideas provided: Be a good Ambassador You are a walking, […]
Facilitating the perfect lunch or dinner discussion (Relationship and referrer management)
Posted on: August 17, 2009Roundtables, where you invite a series of guests along to talk over lunch or dinner, are a great way to generate publicity (if you invite a journalist to discuss a topical issue) and effective at subtly promoting your firm whilst helping your existing and potential clients and referrers network and develop relationships. Here are the […]
Integrating awareness and relationship marketing
Posted on: August 1, 2008Back in 2002, I presented a session for the Law Management Section of The Law Society on cross firm collaboration where I suggested that, in the broadest sense, most business development activities in a law firm could be encapsulated by integrating brand strategies with CRM (Client Relationship Management) programmes. In effect, there is a spectrum […]