Business Development

Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

Last week I facilitated MBL’s  full day training session on “Developing more work from referrers and intermediaries”. Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. The main takeaways for the delegates can be summarised with the following themes: Referrer management – Grading, Research, Discipline, Read More

2023-04-17T12:36:03+01:00April 17, 2023|Accountants, Kim's Blog, Lawyers, Marketing, Relationship Management|

The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement Read More

2023-04-12T18:25:44+01:00April 12, 2023|Kim's Blog, Marketing, Social Media|

Pitch points from a pitching and tendering training workshop

In early April I facilitated another of MBL’s training workshops on “Pitch Perfect - How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Whilst these sessions are typically attended by fee-earners hoping to improve their pitch confidence and success, on this occasion the delegates were Read More

2023-04-11T13:40:42+01:00April 11, 2023|Accountants, Kim's Blog, Lawyers, Marketing, Selling, Statistics and trends|

Roles, satisfaction and aspirations of Marketing and Business Development (M&BD) Assistants

It was a full house at the March workshop on “Practical and Professional Skills for Marketing and Business Development (M&BD) Assistants” although almost all delegates were from law firms across the UK. The discussions and polls (see below) provided interesting insights into the roles and aspirations of those entering professional Read More

2023-03-24T09:19:20+00:00March 24, 2023|Kim's Blog, Marketing|

Cultivate a cross-selling culture

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session. While we discussed various tools and Read More

2023-03-16T09:48:05+00:00March 16, 2023|Accountants, Kim's Blog, Lawyers, Marketing, Relationship Management|
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