Professional Services thought leadership update – FTI, Bidwells, Grist and Fieldfisher (November 2020)

Professional Services Thought leadership update - FTI, Bidwells, Grist and Fieldfisher (November 2020) Posted on: November 25, 2020

A round up of recent media mentions of thought leadership campaigns in professional services. Professional Services thought leadership update – FTI, Bidwells, Grist and Fieldfisher. I’ve added my thoughts on recent campaigns which we use in thought leadership training workshops. Award-winning thought leadership campaign at FTI (June 2020) FTI Consulting  was the winner of the […]

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25th Professional Marketing Forum Conference Report – ABM, redesigning M&BD teams, award-winning campaigns, persuasion, client feedback and ROI

25th Professional Marketing Forum Conference Report – ABM, redesigning M&BD teams, award-winning campaigns, persuasion, client feedback and ROI Posted on: November 5, 2020

The Professional Marketing Forum Conference is the annual highlight for professional services marketers. A shorter version of this article on the 2020 conference appeared in the PM magazine November 2020 issue. This is the 25th Professional Marketing Forum Conference Report – ABM, redesigning M&BD teams, award-winning campaigns, persuasion, client feedback and ROI I certainly didn’t miss […]

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Selling Basics – Detectives and DMUs (Video) and recommended books on selling

Posted on: October 30, 2020

Todays’ short (eight minute) video covers some core ideas in business-to-business (B2B) sales. It considers the need to undertake research before approaching a prospective client and how the research continues when you first make contact. The idea is to “be more detective” to learn about your prospect. It then explores the idea of the Decision-Making […]

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Top picks from KAM training workshops (October 2020)

Top picks from KAM training workshops (October 2020) Posted on: October 20, 2020

At last week’s “Towards KAM and ABM – helping fee-earners with relationship management” workshop (presented digitally through the PM Forum)  we covered a lot of content in a short amount of time. This post covers the top picks from KAM training workshops – as it includes feedback from a previous KAM workshop to show how […]

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Book Review: Mediation skills and strategies – A practical guide by Tony Whatling

Book Review: Mediation skills and strategies – A practical guide by Tony Whatling Posted on: October 19, 2020

I am often asked which books I recommend on mediation even though there are plenty of good books around on the subject. Those of my friend Clive Lewis OBE – who has written 14 books including “How to Master Workplace and Employment Mediation” (Bloomsbury, 2015) and ”Difficult Conversations – 10 Steps to Becoming a Tackler […]

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