Relationship Management

Referrer management strategies: Plan, target, focus, research, relationship, add value and let go (Manchester, 2016)

Recently in Manchester, I was joined by accountants, lawyers and insolvency practitioners for the MBL  referrer management training workshop on “Developing more work from referrers and intermediaries”. Here are the delegates’ views of the highlights. Plan – Back to basics  Most firms have referrer management programmes and activities – but Read More

New lead generation and intelligence system for targeting high net worth private clients – An overview of NETZ

Following a networking introduction from a lawyer at Keystone Law (Thank you!) I had the pleasure of meeting Frank Bertele, former adviser at UBS and director of start-up company NETZ. We had a chat and a demo of the system at the WeWork co-working base in the City of London. Read More

Selling – The vital role of research in the pitch process

At a recent PM Forum training session “Helping your fee-earners prepare the perfect pitch” (http://www.pmforum.co.uk/training/) we focused on how research is a vital to pitch success – both for marketing and business development professionals to add value to the pitch process and to develop differentiating and compelling value propositions for Read More

2016-10-14T11:35:28+01:00October 14, 2016|Accountants, Kim's Blog, Lawyers, Marketing, Relationship Management, Selling|
Go to Top