Marketing and BD planning – Segmentation, Rock Stars and Engagement (Feb 2021)

Posted on: February 18, 2021 Marketing and BD planning – Segmentation, Rock Stars and Engagement (Feb 2021)

Last week, delegates from large and small law firms and an engineering consultancy joined me for a “Marketing and Business Development Planning in a Nutshell” half day training workshop through the  Professional Marketing Forum. We covered a huge amount of material from marketing and business development basics, progressed step-by-step through the M&BD planning process and explored […]

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Key Account Management (KAM) – Top 10 tips for designing and implementing a KAM programme

Posted on: August 25, 2018 designing and implementing a KAM programme

Delegates (representing experts and beginners from law firms, accountancy practices, technology consultants and actuaries) at a recent training session by http://www.pmforum.co.uk/training.aspx on Key Account Management (KAM) selected the following top 10 tips for designing and implementing a KAM programme in a professional services firm. Designing the Key Account Management (KAM) programme 1. Adopt a long […]

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Client Experience Management (CEM) – Research into the client journey at law firms

Posted on: July 20, 2018 Client Experience Management (CEM) – Research into the client journey at law firms

Whilst presenting a paper on strategic marketing at a recent professional services marketing conference in Sussex http://kimtasso.com/strategy-silos-is-marketing-guilty-too-align-integrate-focus-educate-and-champion/, one of my fellow presenters was Jonathan Winchester, chief executive of insight6 Limited https://insight6.com/ (which some of you may know as Shoppers Anonymous). He gave a fascinating talk about Client Experience Management (CEM which some refer to as […]

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Vuture – Marketing and relationship management automation in professional services firms

Posted on: April 17, 2018

My occasional reviews of marketing technology led me to talk to Jennifer Miller at Vuture about the latest developments in marketing and relationship management automation in professional services firms. What is Vuture? Vuture is a platform that works above CRM database systems including; LexisNexis InterAction, Salesforce, Dynamics, Peppermint and OnePlace, to act as a connector […]

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From Jesse J to Einstein – ROI in professional service firm marketing and business development

Posted on: October 24, 2013

I was recently asked to prepare a session for a group of law firms on Return on Investment ROI in professional service firm marketing and business development. Sometimes, marketers are a bit like Jesse J and expect partners to make a leap of faith – “It’s not about the money, money, money – we just […]

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