At a recent referrer management course we talked about categorising and prioritising referrers and intermediaries according to the strength and value of the relationship. Marketing and business development teams might develop indicative programmes to show the appropriate relationship management and collaborative marketing activities depending on the stage of the relationship. Read More
I’ve led several public courses on tendering and pitches recently (e.g. through Professional Marketing Forum https://www.pmforum.co.uk/training.aspx) and for professional service firm clients on an in-house basis. Here’s a round-up of the points that had most resonance on pitching and tenders – Nine top tips and client feedback: 1. Have a Read More
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 Read More
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 Read More
Earlier this year we ran the first “Commerciality – Finance, Pricing, Innovation and Research” workshop through Professional Marketing Forum. https://www.pmforum.co.uk/training.aspx. I am delighted to report that the consensus was that it was a success (even though we have some tweaks to make to the timing for all the group exercises). Read More
