At the 2017 Professional Marketing Conference http://www.pmforum.co.uk/conference.aspx , Anna Lind, Director of Client Relationship Management at JLL where she leads a team of seven, provided a fabulous property marketing case study. She talked through her six element client relationship management (CRM) and key account management (KAM) programmes which she has Read More
At a recent training workshop on helping fee-earners with Key Account Management KAM – the delegates requested that I write about how to manage key client meetings. Further details of this course can be found here http://www.pmforum.co.uk/training.aspx What often happens My observation is that at the start of a Key Read More
At a recent cross-selling and referrer management course we tackled: Cross-selling – The Big Questions. What are you trying to achieve? – Most firms have cross-selling initiatives. Many firms repeatedly launch new initiatives to improve cross-selling. However, the starting point has to be to set some clear goals about what you Read More
Integrated marketing can be a challenge. It can be especially difficult trying to integrate and co-ordinate various strategic marketing and business development initiatives in a professional services firm. Particularly as fee-earners can have short attention spans and quickly grow weary when presented with another new marketing programme. Typically in a Read More
I recently presented a new course on cross-selling and referrer management for marketers and business developers in professional services for the PM Forum http://www.pmforum.co.uk/training/. As the many other blogs on these topics will demonstrate, they are big issues and we had to be selective on what we covered. However, the Read More
