Anger management, changing perceptions, expectations management, risk aversion, new CRM systems, protectionism, inertia and even monkeys - There’s always so much variety when we discuss the challenge of partner buy-in for marketers in professional service firms! At the most recent PM Forum http://www.pmforum.co.uk/training/ workshop “Getting it past the partners – Read More
Intermediary and referrer management was the topic for a full day session at a recent MBL training event in London and also a recent conference session for international accountants in the CPAAI network in Amsterdam. Referrer and intermediary management is one of my key themes this year and I have Read More
I facilitated “Developing and sustaining your private client practice” courses in London and Bristol for MBL during the early part of June 2015. It seems that private client marketing is high on many law firms' agendas. The full day session covers a variety of topics – strategy and planning, market analysis, Read More
I was struck at a recent PM training course “Towards KAM – helping fee-earners with client relationship management” that there were a number of business development professionals in professional service firms who were in dedicated key account management roles. So books on Key Account Management (KAM) are topical and I reviewed Read More
Some recent Legal sector research, the LexisNexis Bellwether Report 2015 http://businessoflaw.lexisnexis.co.uk/download-the-bellwether-report-2015/ obtained the views of 118 lawyers and over 500 private clients. The main findings are that: Increasing client power “A new breed of smart client has emerged – empowered by technology and the internet, always searching for best value Read More