Newspapers carried reports yesterday that Segro (formerly Slough Estates) had agreed to rescue its troubled rival – which had long been leading in the marketing stakes – Brixton Estates in a deal worth £107m.
Whilst they both operate in the same market place (industrial property) they have rather different cultures. It will be interesting to see how things develop.
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Published On: June 15, 2023- Satisficing or satisfying? – Take care with client care and relationship management
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- Effective marketing and relationship management on a low budget
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- Integrating the sales pipeline and client relationship management
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- Book Review: The New Successful Large Account Management by Robert B Miller and Stephen E Heiman with Tad Tuleja (KAM – Key Account Management)
- Reasons to invest in a Key Account Management (KAM) programme
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- Client relationship management (CRM) - How many close relationships can you manage?
- Key Account Management KAM – Managing key client meetings
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- International relationship management – Highlights from a talk by Allan Evans at BDO accountants
- Property marketing case study – Client and key client relationship management at JLL
- Key Account Management KAM in a nutshell
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- Book - Social Media in Business Development and Relationship Management: A Guide for Lawyers
- Key Account Management (KAM) – Top 10 tips for designing and implementing a KAM programme
- Book review: Social media in business development and relationship management: A guide for lawyers (by Pippa Blakemore)
- Top picks from KAM training workshops (October 2020)
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- Book Review – “How to think strategically: Your roadmap to innovation and results” by Davide Sola and Jerome Couturier
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- Strategy workshop: Skills, resources, involvement and tools for the journey
- Accountancy marketing case studies – Strategy and relationship management at BDO, Grant Thornton and RSM International
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- Legal marketing case studies – Strategy and relationship management at Bird & Bird, DLA Piper, Mills & Reeve and Obelisk
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- Book review: Hope is not a strategy – the 6 keys to winning the complex sale by Rick Page
- Take them on the strategy journey
- Book review: B2B Marketing strategy – Differentiate, develop and deliver lasting customer engagement By Heidi Taylor
- Be more strategic – Eight insights (February 2022)
- Classic management book reviews – The McKinsey way, Good to great, How to manage organisational change and Strategic Selling
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- Book review: Legacy – What the All Blacks can teach us about the business of life by James Kerr (Leadership, culture, values and change management)
- Review: The GC Index® - a Leadership and Board Assessment tool (organimetric)
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- Book review: Neuroscience for learning and development by Stella Collins
- Stakeholder engagement and buy-in: Influence and persuasion skills with Aristotle and Knights and Dinosaurs
- Conversation skills book review 1 - How to talk to anyone about anything – James W. Williams
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- Book Review - Marketing technology as a service – Proven techniques that add value by Laurie Young & Bev Burgess
- Current and future trends in web technology
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- Impact of technology on marketing
- Future trends – technology perspectives from Ian Pearson of Futurizon
- System review – Intapp integrates technology and information across the client life cycle
- Marketing after the technology revolution?
- Environmental analysis (SLEPT) and planning - Future of Jobs Report 2018 (impact of technology)
- How technology drives marketing intelligence and efficiency
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- Technology and psychology skills needed
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- Podcast – With Kiran Kapur of Cambridge Marketing College on soft skills for marketing professionals
- Digital and soft skills - Microsoft on skills needed for an inclusive economy
- 25th Professional Marketing Forum Conference Report – ABM, redesigning M&BD teams, award-winning campaigns, persuasion, client feedback and ROI
- Augmented Reality (AR), Extended Reality (XR) and Virtual Reality (VR) could transform online events
- Impact of Covid on marketing and business development
- Learning from Lockdown – Positive outcomes from the Covid crisis for legal, accountancy and property sectors
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- Book review: Digital Body Language – How to build trust and connection no matter the distance by Erica Dhawan
- Conference review: Rebooting Marketing for Growth – 26th Professional Marketing Forum Conference 2021
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- Insights on pitching – Online, virtual, productivity, confidence and procurement (December 2021)
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- Book review: Build your digital marketing strategy by Steve Brennan
- Property marketing case study – Thought leadership campaigns: Arcadia, JLL and Remit
- Be more strategic – PESTLE, Positioning and Plans
- 10 Trends – Annual International Marketing Benchmark by PM Forum and Meridian West
- Marketing technology system review – Clean contact data with Cirrom
- Strategy case studies and more matrices
- Be more strategic – A metaphor: Analyse, join and align the dots
- 10 key points all about buy-in in professional services (Manchester and Dublin 2019)
- Change management and Employee engagement
- Client Experience Management (CEM) – Nine takeaways (Perspective, Emotions, Tension, Journeys, Involvement, Tangible, Systems, Technology, Process)
- How to facilitate groups
- Animal magic and the art of gaining buy-in: Leeds September 2019
- Why do you need a business plan?
- Marketing basics – What are the 4Ps and why are they still useful? (Video)
- Proactive Marketing/BD Executive (Oct 2020) – Session highlights
- Professional Services thought leadership update - FTI, Bidwells, Grist and Fieldfisher (November 2020)
- Marketing and Business Development Assistants: The impact of Covid
- Seven thoughts on stakeholder management, engagement and buy-In – Workshop summary (April 2021)
- Seven themes on assertiveness, effectiveness and impact – We’re all in the same boat on fee-earner relationships
- Book review: Digital Body Language – How to build trust and connection no matter the distance by Erica Dhawan
- Three referrer management themes – Plans, Relationships and Communication
- Telephone skills workshop – 11 key points
- Consulting skills 1 – Book review: The Art of Consultancy by Calvert Markham
- Take them on the strategy journey
- Five pitch insights – M&BD adding value, pitch processes, knowledge base, content production and alternative presentations
- Referrals – The role of internal communications, messaging and storytelling and post-Covid “water cooler” moments
- Book review – Brilliant personal effectiveness by Douglas Miller
- Be more strategic – Eight insights (February 2022)
- Cross-selling and referrer management – Expectations, Data and Focus (March 2022)
- Ten top takeaways on stakeholder engagement and buy in
- Nine Change Management insights (May 2022)
- Classic management book reviews – The McKinsey way, Good to great, How to manage organisational change and Strategic Selling
- Five questions from a campaign, thought leadership and project management workshop
- Valuable resource on change management – The Association of Change Management Professionals (ACMP) Standard for Change Management
- Internal Referrer Management – Employee Communication and Alumni Programmes
- Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI (February 2023)
- Cultivate a cross-selling culture
- Book review: Connected leadership – How professional relationships underpin executive success by Andy Lopata
- Conversation skills book review 4: The First Minute (How to start conversations that get results) by Chris Fenning
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- Soft skills revisited - with a leadership perspective
- Introduction to networking skills (Video)
- Book review – Managing Brands
- Stakeholder engagement and buy-in: Influence and persuasion skills with Aristotle and Knights and Dinosaurs
- Roles, satisfaction and aspirations of Marketing and Business Development (M&BD) Assistants
- Animal magic of buy-in and stakeholder engagement (Video)
- Be more strategic – A metaphor: Analyse, join and align the dots
- Conversation skills book review 2 - How to talk to anyone: 92 little tricks for big success by Leil Lowndes (1999, 2017)
- Conversation skills book review 3: Conversational intelligence – How great leaders build trust and get extraordinary results by Judith E Glaser (2014)
- Avoid the revolving door - Recruiting and retaining marketing and business development professionals in PSFs
- Book review: The Management Shift – How to harness the power of people and transform your organization for sustainable success by Vlatka Hlupic
- Book review: The psychology of successful women by Shona Rowan
Published On: June 27, 2022- Accountancy marketing case study – Manufacturing and engineering benchmarking thought leadership at MHA
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- Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn
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- Accountancy marketing case study - How KPMG influenced £35 million in new business by blending digital and offline media
- Marketing basics – Marketing audits with onions and pestles (Video)
- Book review: Executive Engagement Strategies – how to have conversations and develop relationships that build B2B relationships by Bev Burgess
- CIM's Innovation in Marketing
- Podcast – With Kiran Kapur of Cambridge Marketing College on soft skills for marketing professionals
- Property marketing case study – Transformational change in Savills’ bid processes
- Professional Services thought leadership update - FTI, Bidwells, Grist and Fieldfisher (November 2020)
- Strategic thinking – It’s a jungle out there
- Video in the marketing mix
- Law firm thought leadership update
- Three themes on campaign development and thought leadership – Education, Integration and Measurement (July 2021)
- Consulting skills 1 – Book review: The Art of Consultancy by Calvert Markham
- Proactive Marketing Executive – Plans, Budgets, Relationships and Career Development
- Four themes in the art of selling – Integrating marketing and sales, sales process, first contact and selling in a digital world
- Practical sales tips: Reach out and Follow up
- Conference review: Rebooting Marketing for Growth – 26th Professional Marketing Forum Conference 2021
- Marketing and Business Development Planning in a Nutshell: Benefits, Audits and Goals (November 2021)
- Future Marketing (Business Development) Manager – Theory, positive outlook, engaging juniors, planning and emerging opportunities (November 2021)
- Nine Marketing and Business Development trends in 2021
- Meridian West’s Marketing Leaders Benchmark 2022
- Book review: B2B Marketing strategy – Differentiate, develop and deliver lasting customer engagement By Heidi Taylor
- Does Zoom/Teams replace telephone calls? Telephone skills workshop
- Be more strategic – Eight insights (February 2022)
- Book review: How to advance your career in professional services marketing by Dominic Ayres
- Legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility)
- Campaigns, thought leadership and project management – Early engagement, scoping and risk management
- Book review: Influential Internal Communication by Jenni Field
- Property marketing case study – Thought leadership campaigns: Arcadia, JLL and Remit
- Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI (February 2023)
- Be more strategic – PESTLE, Positioning and Plans
- Marketing Continuing Professional Development (CPD) – The power of reflection?
- Book review – Managing Brands
- Creativity 8 - From consternation to collaboration: Using creativity to turn problems into opportunities in client service
- The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media
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- Boost business development success with coaching
- Why do you need a business plan?
- BCO’s Inspirational Leaders – Toby Courtauld of Great Portland Estates
- Book review: “Range – How generalists triumph in a specialized world” by David Epstein
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- Property marketing case study – Transformational change in Savills’ bid processes
- Professional Services thought leadership update - FTI, Bidwells, Grist and Fieldfisher (November 2020)
- Change management basics (Video)
- Learning from Lockdown – Positive outcomes from the Covid crisis for legal, accountancy and property sectors
- Leadership: Dealing with resistance to change
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- Consulting skills 1 – Book review: The Art of Consultancy by Calvert Markham
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- Pitching and tendering – Focus, differentiation and less is more (April 2022)
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