The growth of MarTech in professional services

Posted on: March 5, 2020 The growth of MarTech in professional services

These two articles on the growth of MarTech in professional services were published in the February and March 2020 editions of Professional Marketing Magazine. Wouldn’t it be good if there was a central source of information about marketing automation and technology (MarTech) in professional services – whether in law, accountancy, surveying or consultancy practices and […]

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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

Posted on: February 8, 2020 Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn

A shorter version of this book review appeared in the February 2020 edition of Professional Marketing Magazine  Have you ever wondered about the difference between KAM and ABM? Well, this 2017 book “A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts” provides the answer: you design an integrated marketing and sales […]

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14 pragmatic steps to improved referrer management (London and Manchester 2019)

Posted on: December 19, 2019 14 pragmatic steps to improved referrer management (London and Manchester 2019)

I’ve combined the key delegate insights from the two most recent MBL workshops on referrer management (http://www.mblseminars.com/Outline/Developing-More-Work-from-Referrers-_-Intermediaries/5770/) in London and Manchester to provide 14 pragmatic steps to improved referrer management. The sessions had a fascinating and productive blend of views from senior leaders, fee-earners and business development professionals. 1. Analyse the current situation and set […]

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Developing the roles of marketing and BD secretaries, PAs and EAs

Posted on: November 26, 2019 Developing the roles of marketing and BD secretaries, PAs and EAs

The recent workshop on “The effective marketing and BD PA/Secretary” organised by Professional Marketing Forum (https://www.pmforum.co.uk/training.aspx) was attended by delegates from law firms, accountancy practices, patent attorney and design firms. Developing the roles of marketing and BD secretaries, PAs and EAs was a key point of discussion.  Professional services marketing is different We covered the […]

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Book review: Managing key clients (securing the future of the professional services firm) by Kevin Walker, Paul Denvir and Cliff Ferguson

Posted on: June 25, 2019 Managing key clients

Whilst this is not a new book (it was published in 2006), I thought it was worth including as a review as it is one of the few books on key account management that focuses on the professional services sector. Managing key clients is also produced by the PACE partnership and many firms will be […]

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