Management Skills

Integrating the sales pipeline and client relationship management

At the “Towards KAM – helping fee-earners with relationship management” session last week one of things generating most interest and discussion was the issue that while most firms had identified the stages in the sales or new business development process in their firms, few had achieved the same level of Read More

Like transplanting a tree – moving lawyers and accountants overseas

When providing business development coaching to lawyers and accountants, one of the metaphors I use is that it is like growing a tree. It’s not an overnight process. It takes time for a young sapling to find the right location, acquire the necessary resources and grow steadily each year until Read More

Grown-up corporate social responsibility and the regulatory environment – Strategy book on “Aligning for advantage” by Professor Thomas Lawton

I’ve always been a bit dubious about the role of Corporate Social Responsibility (CSR) in the business world and the professions and, at an event at the Open Business School in London last night to launch a new strategy book Professor Lawton reminded us of the quote by Milton Friedman Read More

2014-03-07T10:44:17+00:00March 7, 2014|Kim's Blog, Lawyers, Management Skills, Statistics and trends, Strategy|

6 trends for marketers to watch – Compliance, video, creativity, social business, crowdsourcing and big data

As always, marketers are battling to keep up with all the changes driven by international, technological and economic upheaval. But here are six trends for marketers that caught my eye:  1.     Monitor UGC (User Generated Content) The Committee of Advertising Practice (CAP) indicated that organisations MUST monitor comments, posts, videos and Read More

2014-02-17T09:52:14+00:00February 17, 2014|Kim's Blog, Management Skills, Marketing, Statistics and trends|

Book Review: The presentation book – how to create it, shape it and deliver it by Emma Ledden

I’ve just reviewed this book for PM (Professional Marketing) magazine and the article will appear shortly here http://www.pmforum.co.uk/magazine/ The book provides a good, solid introduction to the art of crafting and delivering a great presentation. It introduces three steps early: 1. Profile your audience 2. Structure and shape your message Read More

2014-02-11T19:50:09+00:00February 11, 2014|Kim's Blog, Management Skills, Marketing, Selling|
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