Legal market research in the LexisNexis Bellwether Report 2016 “The riddle of perception” was recently published. The research involved structured interviews with 122 independent lawyers and 108 clients of which 93% had experience of private client legal matters. Some of the highlights from the report include: Just under half of Read More
I recently presented the MBL course “Winning more work from referrers and intermediaries” in Birmingham. Below are the top tips on referrer management discussed by the delegates. Details of future courses are here: https://www.mblseminars.com/outline?progid=5770. 1.The importance of the broader marketing context At the session we considered research that demonstrated how important Read More
At a recent MBL “Developing more work from referrers and intermediaries” training workshop in Bristol (see https://www.mblseminars.com/outline?progid=5770 for future dates and locations), the delegates identified two themes that would shape their future strategy. Referrer management - Back to basics The first part of the session focussed on “Thinking and Planning”. Read More
At a recent Proactive Marketing Executive course (see http://www.pmforum.co.uk/training/) we spent a fair amount of time talking about marketing/business development initiatives where the focus is on managing a few major clients - a Key Account Management KAM programme. I was asked to summarise the key reasons why firms should concentrate Read More
At recent referrer and intermediary management training sessions the topic of information systems to was discussed. Whilst there is a host of excellent technology solutions available to larger firms, some within integrated accounts systems and others in standalone CRM systems, many professionals prefer to get the relevant behaviours established and Read More
