With an imminent workshop on thought leadership for professional services marketers, I’ve pulled together some highlights of recent research, insights and tools. Thought leadership update: insights and tools. Meridian West thought leadership research - ATLAS (Advanced Thought Leadership Assessment) Meridian West’s report “Atlas: Six steps to navigate the future of thought Read More
What were the key themes arising at the recent PM Forum – PM Forum workshop on “Towards KAM and ABM: Helping fee-earners with client relationship management”?. 60% of the delegates from law and accountancy firms (including those in the energy, financial, public sector, charities and education sectors) across UK were focused on KAM for Read More
This is an important book on building and managing complex B2B (business-to-business) relationships to support sales and selling. But rather than taking a broad view of the entire sales process, it concentrates on the systematic development of a complex web of stakeholder relationships across large and complex decision-making units. As Read More
These are the highlights of a recent PM Forum – PM Forum training workshop on “Helping fee-earners prepare the perfect pitch” for marketing and business development professionals. We worked through three key aspects of pitching process: Planning and processes; selling and writing; and presenting and learning. Whilst larger firms have highly Read More
At the recent PM Forum workshop on “Assertiveness, Effectiveness and Impact for Marketing and Business Development Assistants and Executives” we welcomed a lively group of delegates. Marketing and business development roles in professional services are improving on many fronts yet there were some worrying results (see poll results below): Just Read More
