Sometimes we feel stuck. In the same old routine. Facing the same old problems. Fed up but unsure what to do to change. If we keep doing the same thing, we will get the same result. Sometimes we face what seems like an insurmountable problem. And feel frozen into inaction. Read More
A recent MBL workshop on referrer management was attended by fee-earners and business development professionals from law and accountancy firms. The over-arching theme to emerge was to improve the knowledge we have about our referrer relationships. Considering the data, research, systems and habits we need for referrer relationships prompted one Read More
Strategic marketers and business developers constantly monitor and analyse their markets. It is an ongoing part of our market research and external analysis within our situational analyses. It allows us to monitor our position (against competitors) and alerts us to opportunities and threats. It helps us understand the needs and Read More
Well done to the select group of delegates who battled through the London tube strike and rain to arrive EARLY for a PM Forum workshop day on marketing and business development (MBD) management. Thanks too to Dentons for hosting and the generous hospitality. Future marketing and business development managers – Read More
Having worked in professional services marketing (at legal, accountancy, property and consultancy firms) for almost three decades I have spent a lot of time working on cross-selling and referrer (referral) management initiatives. This includes internal referrals (cross-selling) and external referrals (both from existing clients and third party intermediaries). A recent Read More
