This article is one in a series supporting the Home – PM Forum training course Aspiring Marketing and Business Development Leader – PM Forum (for marketing and BD managers preparing for their next career move). Leor has worked hard during his successful professional services marketing career – spanning legal, accountancy and consulting firms – 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
This article appeared in PM Magazine (May 2026). Growth perspectives: Private equity and business development (Managing Partners' Forum Growth Conference 2026) As private equity accelerates across professional services, firms attending the Managing Partners’ Forum’s Professional Services Growth Conference faced a critical question: How do you turn investment into sustainable growth? 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
