At the “Towards KAM – helping fee-earners with relationship management” session last week one of things generating most interest and discussion was the issue that while most firms had identified the stages in the sales or new business development process in their firms, few had achieved the same level of Read More
To support the training in the “Helping fee-earners prepare the perfect pitch” session I present for PM Forum http://www.pmforum.co.uk/training/ (the next scheduled session is on 6th Feb), I regularly review trends and developments in pitching in the professions. Using information reported The Lawyer magazine, here are my observations on the Read More
At the recent Professional Marketing Forum conference I was asked to facilitate a session with Kevin Doolan of Eversheds on “How does the marketing team drive the new client agenda?” - and consider the future agenda for marketing in the professions. The topic was selected by Richard Chaplin of the Managing Partners Read More
For lawyers, accountants and surveyors in a network of offices, the challenge of generating referrals (cross-selling) will be all too familiar. Extend the network into strategic alliances and across other firms and the problem is compounded. Referrer management is an important but tricky activity. It’s a multi-faceted issue, and there is Read More
Imagine the situation. You have committed to meet someone to discuss a potentially valuable initiative. It is likely that the person you are meeting has arranged their diary to fit your meeting into their busy schedule. You are very busy with a variety of client and internal projects. Do you Read More
