The growth of MarTech in professional services

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

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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Why do you need a business plan?

Why do you need a business plan? Posted on: March 2, 2020

Many of the clients I work with in the legal, accountancy, property and other sectors are relatively small but fast-growing businesses with up to 30 owner-managers. It is surprising the number of them that either don’t have a business plan or have a plan that is out-of-date or that doesn’t include all of the right […]

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Boost business development success with coaching

Boost business development success with coaching Posted on: February 17, 2020

Training provides the relevant knowledge for lawyers, accountants and surveyors to know what they need to do to develop more business – whether through marketing, selling or relationship management. Coaching provides one-to-one support to help them develop the motivation, confidence and skills to apply that knowledge to their particular markets and services. It helps them […]

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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

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

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

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