Selling

Managing Client Relationships – The Truth in Professional Services 2011

The Managing Partners’ Forum http://www.mpfglobal.com/ in conjunction with The Thriving Company http://www.thrivingcompany.co.uk/ has adopted the annual research programme into CRM, formerly produced by the Professional Marketing Forum http://www.pmforum.co.uk/. Last year’s survey (published in March 2010) revealed the following: Four drivers for success stand out: Vision, Client Input, Programme Management and Measurement 94% of firms report Read More

2013-07-31T16:26:18+01:00August 16, 2011|Accountants, Kim's Blog, Lawyers, Marketing, Property, Relationship Management, Selling|

Joined up marketing and selling with value propositions

I recently did some work with a professional firm on value propositions. And whilst I cannot share the detail of that work I thought it was worth highlighting a few key points about the importance of the poorly understood (or applied) concept of value propositions. Definitions There are numerous definitions Read More

2014-08-19T14:34:10+01:00August 8, 2011|Accountants, Kim's Blog, Lawyers, Marketing, Property, Relationship Management, Selling|

Winning tenders with procurement

Huthwaite International is acknowledged as some of the leading experts on selling (based on psychologist Neil Rackham’s work on SPIN selling) so it was with interest that I watched a video recently with highlights of their recent conference on “Winning tenders with procurement” where there is a high involvement from Read More

2013-09-08T19:10:42+01:00May 9, 2011|Kim's Blog, Selling, Statistics and trends|

Conference report – RICS London Social Media Conference 2011

Those of you following me on Twitter (RedStarKim) will have seen numerous tweets from me bearing the hashtag #ricssm and this blog provides a more detailed account of the introduction to social media for property conference on 4th April 2011. Peter Bradley of Orbital Media and our chair kicked the afternoon Read More

2013-07-29T15:53:19+01:00April 4, 2011|Kim's Blog, Property, Relationship Management, Selling, Social Media, Statistics and trends|
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