At this year's Professional Marketing Conference I've been teamed up with Kevin Doolan who is a partner at law firm Eversheds with responsibility for managing major client relationships and business development training. Prior to joining the management team in 2001, Kevin obtained an MBA at Henley. He negotiated the sole Read More
Project management has been a part of my life for a very long time. Back in 1988 when I led the marketing team at Deloitte management consultants (it was called Touche Ross in those days) I helped put together the first marketing campaign for the new project management team. I remember Read More
Back in April 2010, I was rather complimentary about Basil’s book which provided an overall model of business development for those in smaller consultancies in the architecture and construction industry http://kimtasso.com/architecture-and-construction-marketing-and-selling-professional-services His latest book “Creating winning bids” is a quick and easy read over 110 pages and covers the following: Read More
For lawyers, accountants and surveyors in a network of offices, the challenge of generating referrals (cross-selling) will be all too familiar. Extend the network into strategic alliances and across other firms and the problem is compounded. Referrer management is an important but tricky activity. It’s a multi-faceted issue, and there is Read More
A recent Open University Business School (OUBS) webinar provided a summary of a January strategy summit. The panel included Peter Wainwright, Professor Thomas Lawton, Jo Salter and Antoine Boatwright (Dell) and included numerous case study video clips. This article summarises the webinar - Competitive strategy for business growth: Process, practice Read More
