Business success is reliant on being able to get on with people. Relationships with your internal colleagues and external clients and referrers are the foundation of business success in just about every job function and industry. My new book on Better Business Relationships is now in the pipeline. The ability Read More
At a recent training session for marketing and BD assistants, we considered the importance of internal communication – why, how and what? Why is internal communication important? Internal communication in a professional service firm (PSF) is important for a number of reasons: Culture – Each firm will have a slightly Read More
I was delighted to address the Professional Marketing Forum Scotland members last week in Edinburgh. The topic they choose was Key Account Management KAM in a nutshell – so I presented information on “text book” theories as well as lots of stories from my experiences on the “front line” of Read More
At a recent change management training session – where the topic of changing attitudes and corporate culture was discussed at length – we talked about the challenge of encouraging solicitors to sell. And in overcoming their resistance to selling and cross-selling. When it comes to persuasion, it’s important to align Read More
At the 2017 Professional Marketing Conference http://www.pmforum.co.uk/conference.aspx , Anna Lind, Director of Client Relationship Management at JLL where she leads a team of seven, provided a fabulous property marketing case study. She talked through her six element client relationship management (CRM) and key account management (KAM) programmes which she has Read More
