This year I have delivered a number of training courses – both publicly and in-house – on the topic of referrer and intermediary management for lawyers, accountants and surveyors. Whilst the training focuses on research, strategy, messaging and the importance of relationship building a common question is what do you Read More
At recent referrer and intermediary management training sessions the topic of information systems to was discussed. Whilst there is a host of excellent technology solutions available to larger firms, some within integrated accounts systems and others in standalone CRM systems, many professionals prefer to get the relevant behaviours established and Read More
At a recent CLT course on “Business Development for Lawyers” I asked delegates (many of whom where insolvency experts) what they would most like as a follow up blog post. They asked for something that pulled everything together on developing a marketing and business development campaign. This is a topic Read More
My conference report for the 20th annual Professional Marketing Conference was published in the November 2015 edition of PM magazine http://www.pmforum.co.uk/magazine/index.aspx There was an amazing mix of speakers talking on the theme of “Tomorrow’s world”. Here are some of my personal reflections which didn’t make it into the official conference Read More
One of my favourite elements at each annual Professional Marketing Conference http://www.pmforum.co.uk/events/conferences.aspx is the final session (which I call “the clients bite back”) where clients are invited to give their views on where their professional advisers are getting it right – and wrong. This year, the panel was led by Read More
