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
A while back I blogged about some of the best books on account management http://kimtasso.com/getting-to-grips-with-key-account-management-kam but I omitted to mention this book (Seven keys to managing strategic accounts) which was published in 2003. It’s important because it is a joint effort with Miller Heiman – the creators of strategic selling® - Read More
http://www.legaltechnology.com/latest-news/kim-tasson-on-marvellous-marketing-how-withy-king-got-closer-to-the-oxford-media/ The following case study appeared in today's Legal Technology Insider Kim Tasso on Marvellous Marketing: how Withy King got closer to the Oxford media Withy King is a £16m, 45 partner commercial and private law practice with seven offices (including Bath, Swindon, Oxford and London) along the M4 corridor. I Read More
