Four insights from developing a private client practice – Analysis, Objectives, Targeting and Internal Communication (June 2016)

Posted on: June 20, 2016

At a recent training session for MBL on “Managing and developing a private client practice”, delegates identified the following four key insights and asked for a summary of the issues discussed: 1. Analyse the source of work Avoid data-free marketing. Before you start work on setting objectives and developing strategies to grow your private client […]

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Ten tips on cross-selling – Boosting internal networks

Posted on: March 29, 2016 Internal network - top tips for cross-selling

At a recent seminar on referrer and intermediary management, we turned our attention to the importance of internal referrals – What is commonly known as cross-selling. Here are the top ten tips on cross-selling picked by the delegates 1. Provide interesting internal talks (and follow up) Some firms organise “Brown Bag Lunches” (you have to take […]

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Six insights into managing a surveyors’ practice (2016)

Posted on: February 26, 2016

At last week’s “Managing and marketing a profitable surveyors’ practice” workshop in Glasgow, where the focus was on how to achieve profitable growth, the delegates identified six insights into managing a surveyors’ practice  1. Produce a (short) strategic business plan Some firms had a business plan that needed to be updated. Some firms felt that […]

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Reasons to invest in a Key Account Management (KAM) programme

Posted on: February 11, 2016 Key Account Management KAM

At a recent Proactive Marketing Executive course (see 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 resources on a major client […]

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Referrer and intermediary management – Internal information systems

Posted on: December 11, 2015

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 the required information assembled before […]

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