Eversheds Sutherland

Rainmaking best practice in professional services firms (Selling behaviours)
Gallery
Rainmaking best practice in professional services firms (Selling behaviours)

Kim's Blog, Lawyers, Marketing, Selling, Social Media

Rainmaking best practice in professional services firms (Selling behaviours)

As an fan of Challenger sales (and the variant Insight Selling Insight selling - building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. His research on rainmaker best practice is helpful Read More

Kim Tasso2023-11-02T12:43:53+00:00November 2, 2023|Kim's Blog, Lawyers, Marketing, Selling, Social Media|

Beating Six Barriers to KAM – Chicken or Egg: Data, Protectionism, Starting point, Simplicity, Time and Training
Gallery
Beating Six Barriers to KAM – Chicken or Egg: Data, Protectionism, Starting point, Simplicity, Time and Training

Accountants, Kim's Blog, Lawyers, Management Skills, Marketing, Property, Relationship Management, Selling, Strategy

Beating Six Barriers to KAM – Chicken or Egg: Data, Protectionism, Starting point, Simplicity, Time and Training

18 delegates from law, accountancy and property firms joined me at the June PM Forum workshop on Key Account Management (KAM) and Account Based Marketing (ABM). The focus was on supporting fee-earners with client relationship management in KAM and ABM programmes at a firm-wide or client level. I’ve summarised Six Read More

Kim Tasso2021-06-14T18:05:58+01:00June 14, 2021|Accountants, Kim's Blog, Lawyers, Management Skills, Marketing, Property, Relationship Management, Selling, Strategy|