Relationship and referrer management – Piggybacks, Ghosting, Ridealongs, Swapsies and Orange Crates

Posted on: December 13, 2017 Relationship and referrer management

I regularly run training courses – both on public sessions and in-house – on relationship and referrer management. At a recent session presented through MBL Seminars, we explored some of the more popular techniques for relationship and referrer management whether for internal or external referrers. Piggybacking – Rather than mount an entire campaign on your […]

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Key Account Management KAM – Managing key client meetings

Posted on: July 24, 2017 Managing key client meetings

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 Account Management or Key Client […]

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