I was cheered to read the news yesterday. The Nationwide Building Society said that property prices increased by .9 cent compared with the previous month – the first monthly rise since October 2007.
Not such good news for London though as it reports that property prices in the capital have fallen by almost a fifth since this time last year and have dropped in value by more than 5% since January.
I postponed the production of my book (for the property market) so that is published in June this year. I am feeling a little more optimistic that my forecasts for the market recovery were not over confident.
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Published On: June 15, 2023- Satisficing or satisfying? – Take care with client care and relationship management
- A-E of cultivating a culture of relationship management
- Effective marketing and relationship management on a low budget
- Getting to grips with Key Account Management (KAM)
- Integrating the sales pipeline and client relationship management
- Property marketing case studies – Relationship management at DTZ, GVA, JLL, Knight Frank and Savills
- Accountancy marketing case studies – Strategy and relationship management at BDO, Grant Thornton and RSM International
- Legal marketing case studies – Strategy and relationship management at Bird & Bird, DLA Piper, Mills & Reeve and Obelisk
- Client Relationship Management (CRM) for local government lawyers
- 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
- Integrated marketing – Joined up sector, KAM and CEM programmes
- Client relationship management (CRM) - How many close relationships can you manage?
- Key Account Management KAM – Managing key client meetings
- Business development for lawyers – Pipelines, relationship management and international marketing (October 2017)
- 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
- Vuture – Marketing and relationship management automation in professional services firms
- 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)
- KAM Basics – Bowties and Diamonds (Video)
- Top picks from KAM training workshops (October 2020)
- Beating Six Barriers to KAM – Chicken or Egg: Data, Protectionism, Starting point, Simplicity, Time and Training
- Six key KAM lessons – Education, Expectations, Exemplars, Emergence, Extending and Evolution (June 2022)
- Market research: Professional services benchmark and accountancy profession statistics
- Context and curiosity drive commerciality and pricing
- Update on marketing and business development (M&BD) team structures
- Linking pipeline and portfolio management to avoid strategic drift
- Blue Ocean Strategy for professional firms seeking new services?
- Strategic drift – a risk for partnerships
- Strategy and scenario planning: Blowing the cobwebs off your mind workshop (with Allen & Overy)
- Book Review: Good strategy, Bad Strategy – The difference and why it matters by Richard Rumelt
- Competitive strategy for business growth: Process, practice and performance
- Strategic positioning: Can the professions constantly innovate?
- Grown-up corporate social responsibility and the regulatory environment - Strategy book on “Aligning for advantage” by Professor Thomas Lawton
- Book Review – “How to think strategically: Your roadmap to innovation and results” by Davide Sola and Jerome Couturier
- Book review: “Developing a business strategy – How to use strategic planning to start up or grow your business” FT Essential Guides by Vaughan Evans
- 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
- Legal marketing case studies – Strategy and relationship management at Bird & Bird, DLA Piper, Mills & Reeve and Obelisk
- Legal marketing case studies – Strategy and relationship management at Bird & Bird, DLA Piper, Mills & Reeve and Obelisk
- Be more strategic – creating behaviour change
- Marketing planning in a nutshell – Selecting a strategy
- Being more strategic – Six insights (Bias, Data, Complexity, Tolerance, Journey, Skills)
- Strategy matters in turbulent times: Digital Transformation. Big Data. Business Models.
- Be more strategic – Look to the stars and keep it simple sailor
- Strategy development insights: Curiosity, challenge, creativity, co-creation, culture and change
- Strategic thinking – Audits, assumptions and alignment
- Strategy silos – is marketing guilty too? Align, integrate, focus, educate and champion
- Be more onion, time out from the tsunami and other strategy insights
- Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn
- Improve your strategic thinking – Seven insights (2020)
- Be more strategic – Strategy in a post-Covid19 world
- Strategy basics – Mission and vision statements with hedgehogs and helicopters (Video)
- Strategic thinking – It’s a jungle out there
- 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
- Book review: Build your digital marketing strategy by Steve Brennan
- PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback
- Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution (December 2022)
- Be more strategic – PESTLE, Positioning and Plans
- Strategy case studies and more matrices
- Be more strategic – A metaphor: Analyse, join and align the dots
- Market research: Professional services benchmark and accountancy profession statistics
- McKinsey’s “Managing the strategy journey” says spend more time on strategy
- Strategy basics - Mintzberg
- Book review: How to become the firm of choice by Robert J Lees and August J Aquila (strategy development)
Published On: March 30, 2023- Property leadership - Ian Coull, Chief Executive of SEGRO
- Managing Partners Forum (MPF) European Leadership Awards 2012
- Leadership: Lessons from Star Trek and Neuroscience
- Reflections on Managing Change and Leadership (with book list)
- MBA Refresher – Pricing, Innovation, Leadership and Technology
- Leadership masterclass by Luan de Burgh
- Leading a surveyors’ practice – Eight insights into leadership in property
- The Lawyer Business Leadership Summit - Crystal balls, Change, Connection, CRM and Collaboration. And don’t forget the Millennials.
- Leadership: Emotional contagion, delegation, coaching and team meetings
- Future Marketing Manager – T-shaped people, senior promotions and management vs. leadership
- Lessons in leadership - personal brand, presence, stages and loneliness
- Leadership and management: Maverick Magpies and Predictable Pigeons
- Book review: Professional services leadership handbook by Nigel Clark, Ben Kent, Alastair Beddow and Adrian Furner
- Leadership: Authenticity, values and culture
- Don’t try to eat the white elephant whole – thoughts on change management and leadership
- 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)
- Leadership: Dealing with resistance to change
- Research on leadership and emotional intelligence (EQ)
- Book review: The Awareness Code - The secrets to emotional empowerment for incredible leadership by Wayne Linton and Steve Tappin
- Soft skills revisited - with a leadership perspective
- Book review: Connected leadership – How professional relationships underpin executive success by Andy Lopata
- Two 2023 financial benchmarks for law firms: The Law Society/Hazelwoods and the Institute of Legal Finance & Management (ILFM)/Crowe
- The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media
- Top six leadership qualities?
- 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
- Leadership teams: Maverick Magpies and Predictable Pigeons (Video)
- Book Review - Marketing technology as a service – Proven techniques that add value by Laurie Young & Bev Burgess
- Current and future trends in web technology
- Law client feedback – The role of technology
- 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
- Client Experience Management (CEM) – Nine takeaways (Perspective, Emotions, Tension, Journeys, Involvement, Tangible, Systems, Technology, Process)
- Technology and psychology skills needed
- Book review: Executive Engagement Strategies – how to have conversations and develop relationships that build B2B relationships by Bev Burgess
- 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
- Strategic thinking – It’s a jungle out there
- Video in the marketing mix
- Seven pitching themes – specialisation, engagement, research, content, differentiation, project management and virtual presence (May 2021)
- 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
- Future Marketing (Business Development) Manager – Theory, positive outlook, engaging juniors, planning and emerging opportunities (November 2021)
- Insights on pitching – Online, virtual, productivity, confidence and procurement (December 2021)
- Nine Marketing and Business Development trends in 2021
- Meridian West’s Marketing Leaders Benchmark 2022
- Don’t jump to conclusions - Coaching and Consulting skills (Expectations, Relationships, Listening, Goals and Implementation (February 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
- 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
Published On: June 27, 2022- Accountancy marketing case study – Manufacturing and engineering benchmarking thought leadership at MHA
- Thought leadership campaigns and project management: Eight Essentials
- Legal marketing case study – Royds Withy King private client wealth proposition and new product Life Safe®
- Property marketing case study – Integrated campaign on farmland value from Savills rural team
- Writing tips for finding news stories, backstories and explainers
- Nine reflections on thought leadership (2019)
- Book Review: The Legal PR Guide – Gaining buy-in to law firm media relations
- Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn
- Boost business development success with coaching
- 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)
- Influencer marketing in professional services
- Marketing and BD planning – Segmentation, Rock Stars and Engagement (Feb 2021)
- 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
- Be more strategic – A metaphor: Analyse, join and align the dots
- Marketing Manager Apprenticeship – a Level 6 Qualification
- 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
- Augmented Reality (AR), Extended Reality (XR) and Virtual Reality (VR) could transform online events
- 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)
- Influencer marketing in professional services
- Learning from Lockdown – Positive outcomes from the Covid crisis for legal, accountancy and property sectors
- Leadership: Dealing with resistance to change
- Managing a surveying practice – Resource management
- Managing client complaints – Process, anger and apologies
- Telephone skills workshop – 11 key points
- Consulting skills 1 – Book review: The Art of Consultancy by Calvert Markham
- Four themes in the art of selling – Integrating marketing and sales, sales process, first contact and selling in a digital world
- The impact of Covid on listening while selling
- Practical sales tips: Reach out and Follow up
- Insights on pitching – Online, virtual, productivity, confidence and procurement (December 2021)
- Book review – Brilliant personal effectiveness by Douglas Miller
- How to facilitate groups – 2 (Herding Cats)
- How to write a successful property plan for your charity – presentation by the Ethical Property Foundation (EPF)
- Does Zoom/Teams replace telephone calls? Telephone skills workshop
- Be more strategic – Eight insights (February 2022)
- Cross-selling and referrer management – Expectations, Data and Focus (March 2022)
- Pitching and tendering – Focus, differentiation and less is more (April 2022)
- Nine Change Management insights (May 2022)
- Book review: Build your digital marketing strategy by Steve Brennan
- Property marketing case study – Thought leadership campaigns: Arcadia, JLL and Remit
- Two 2023 financial benchmarks for law firms: The Law Society/Hazelwoods and the Institute of Legal Finance & Management (ILFM)/Crowe
- Book review: All you need to know about commercial awareness by Christopher Stoakes
- Brand Basics (Video)
- Selling basics – Targeting with rabbits, deer and elephants (Video)
- Leadership teams: Maverick Magpies and Predictable Pigeons (Video)
- What is curiosity and why is it important in business relationships? (Video)
- What are soft skills? And why are they so important? (Video)
- Book review – Persuasion: The art of influencing people by James Borg
- Book Review – Never split the difference: Negotiating as if your life depended on it by Chris Voss with Tahl Raz
- Counsel article - Building rapport in the digital space and fixing ruptured relationships for barristers
- Beating Six Barriers to KAM – Chicken or Egg: Data, Protectionism, Starting point, Simplicity, Time and Training
- Three referrer management themes – Plans, Relationships and Communication
- Telephone skills workshop – 11 key points
- Consulting skills 2 – Book review: Flawless Consulting by Peter Block
- Book review: Hope is not a strategy – the 6 keys to winning the complex sale by Rick Page
- Four themes in the art of selling – Integrating marketing and sales, sales process, first contact and selling in a digital world
- Five pitch insights – M&BD adding value, pitch processes, knowledge base, content production and alternative presentations
- The impact of Covid on listening while selling
- Practical sales tips: Reach out and Follow up
- Insights on pitching – Online, virtual, productivity, confidence and procurement (December 2021)
- Book review – Brilliant personal effectiveness by Douglas Miller
- Don’t jump to conclusions - Coaching and Consulting skills (Expectations, Relationships, Listening, Goals and Implementation (February 2022))
- Does Zoom/Teams replace telephone calls? Telephone skills workshop
- Cross-selling and referrer management – Expectations, Data and Focus (March 2022)
- Pitching and tendering – Focus, differentiation and less is more (April 2022)
- Classic management book reviews – The McKinsey way, Good to great, How to manage organisational change and Strategic Selling
- Nine insights: Sales processes and selling skills for targeting and meetings
- Book review: Coaching skills: A handbook by Jenny Rogers
- Conversation skills book review 4: The First Minute (How to start conversations that get results) by Chris Fenning
- Book review: Connected leadership – How professional relationships underpin executive success by Andy Lopata
- Video – The art of storytelling
- An introduction to presentation skills – Easy as ABC (Video)
- Pitch points from a pitching and tendering training workshop
- Pitching insights – Qualification, Branding and Following up
- Five Spice Girl lessons from a pitching workshop (May 2022)
- What is curiosity and why is it important in business relationships? (Video)
- Six key KAM lessons – Education, Expectations, Exemplars, Emergence, Extending and Evolution (June 2022)
- Influence – Cialdini’s six principles of the psychology of persuasion (Video)
- Conversation skills book review 3: Conversational intelligence – How great leaders build trust and get extraordinary results by Judith E Glaser (2014)
- Conversation skills book review 2 - How to talk to anyone: 92 little tricks for big success by Leil Lowndes (1999, 2017)
Published On: January 28, 2022- Marketing professional services to High Net Worth clients
- Social media session with SCL (Society for Computers and Law)
- Changing behaviour in the workplace to boost productivity – Insights from psychology
- Volunteering as a Trustee with Richmond Borough Mind
- Why become a member of the Worshipful Company of Marketors?
- Why do you need a business plan?
- Book Review: Mediation skills and strategies – A practical guide by Tony Whatling
- Property marketing case study – Transformational change in Savills’ bid processes
- Professional Services thought leadership update - FTI, Bidwells, Grist and Fieldfisher (November 2020)
- Managing a surveying practice – Resource management
- Managing client complaints – Process, anger and apologies
- Consulting skills 1 – Book review: The Art of Consultancy by Calvert Markham
- Strategies for developing a private client practice
- Take them on the strategy journey
- Coaching and consulting skills for M&BD workshop (November 2021)
- Property marketing case study – Thought leadership campaigns: Arcadia, JLL and Remit
- Next steps in growing a small surveying and property practice
- Learning from Lockdown – Positive outcomes from the Covid crisis for legal, accountancy and property sectors
- Leadership teams: Maverick Magpies and Predictable Pigeons (Video)
- Change management: Building Resilience – Regulation, Reframing, Relationships and Reflection (Video)
