I was delighted to address the Professional Marketing Forum Scotland members last week in Edinburgh. The topic they choose was Key Account Management KAM in a nutshell – so I presented information on “text book” theories as well as lots of stories from my experiences on the “front line” of Read More
I regularly run training courses – both on public sessions and in-house – on relationship and referrer management. At a recent session presented through MBL Seminars, we explored some of the more popular techniques for relationship and referrer management whether for internal or external referrers. Piggybacking – Rather than mount Read More
Last week I was in Manchester for an MBL training course on “Developing and sustaining your private client practice”. Over half of the delegates were heads of private client departments with responsibility for developing and growing their teams and private client marketing was a major theme. Here are the five Read More
At a recent change management training session – where the topic of changing attitudes and corporate culture was discussed at length – we talked about the challenge of encouraging solicitors to sell. And in overcoming their resistance to selling and cross-selling. When it comes to persuasion, it’s important to align Read More
This article on "Private client marketing - competing in the digital era" was published in the November 2017 edition of The Law Society’s PS magazine for private client lawyers http://communities.lawsociety.org.uk/private-client/ps-magazine/ Whilst we should be excited about the potential of digital technologies to help busy private client lawyers with their business Read More
