The growth of MarTech in professional services

Posted on: March 5, 2020 The growth of MarTech in professional services

These two articles on the growth of MarTech in professional services were published in the February and March 2020 editions of Professional Marketing Magazine. Wouldn’t it be good if there was a central source of information about marketing automation and technology (MarTech) in professional services – whether in law, accountancy, surveying or consultancy practices and […]

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Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn

Posted on: February 8, 2020 Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn

A shorter version of this book review appeared in the February 2020 edition of Professional Marketing Magazine  Have you ever wondered about the difference between KAM and ABM? Well, this 2017 book “A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts” provides the answer: you design an integrated marketing and sales […]

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Helping tax advisers sell their services – Be more detective

Posted on: January 30, 2020 Helping tax advisers sell their services – Be more detective

I was delighted when the Chartered Institute of Taxation (CIoT) Harrow and North London Branch  invited me back to present an evening session earlier this month. I had previously presented on “Social media for tax advisers” in 2013 . On this occasion my talk was on “Helping tax advisers sell their services – Be more […]

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14 pragmatic steps to improved referrer management (London and Manchester 2019)

Posted on: December 19, 2019 14 pragmatic steps to improved referrer management (London and Manchester 2019)

I’ve combined the key delegate insights from the two most recent MBL workshops on referrer management (http://www.mblseminars.com/Outline/Developing-More-Work-from-Referrers-_-Intermediaries/5770/) in London and Manchester to provide 14 pragmatic steps to improved referrer management. The sessions had a fascinating and productive blend of views from senior leaders, fee-earners and business development professionals. 1. Analyse the current situation and set […]

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Six insights from marketing and business development assistants

Posted on: November 25, 2019 Six insights from marketing and business development assistants

Earlier in November, there was a full house on the Professional Marketing Forum’s half day workshop on Practical and Professional Skills for Marketing and Business Development Assistants. https://www.pmforum.co.uk/training.aspx There were delegates from legal, accountancy, actuarial, property and engineering firms. Here are the six insights from marketing and business development assistants that they felt were most valuable: […]

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