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 […]

Read More

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 […]

Read More

Helping tax advisers sell their services – Be more detective

Helping tax advisers sell their services – Be more detective Posted on: January 30, 2020

I was delighted when the Chartered Institute of Taxation (CIoT) Harrow and North London Branch  invited me back to present an evening session earlier this month. I had previously presented on “Social media for tax advisers” in 2013 . On this occasion my talk was on “Helping tax advisers sell their services – Be more […]

Read More

Six themes for Proactive Marketing and BD Executives (2019) – Careers, Communications, Difficulties, Goals, Expertise and Mind sets

Six themes for Proactive Marketing and BD Executives (2019) – Careers, Communications, Difficulties, Goals, Expertise and Mind sets Posted on: January 2, 2020

At the recent Proactive Marketing Executive workshop by PM Forum https://www.pmforum.co.uk/training.aspx there were six themes for Proactive Marketing and BD executives – Careers, Communications, Goals, Difficulties, Expertise and Mind sets. 1. Take responsibility for your career development There was a lot of interest in career development. Some (larger) firms have competency frameworks and a clear […]

Read More

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 […]

Read More

Original branding by Matt Playford · A site by Fresh01