Focus

Referrer Management Strategies – Rationale and Challenges

At the MBL  online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles. The delegate poll Read More

Pitching and tendering – Focus, differentiation and less is more (April 2022)

There were delegates from law, construction and surveying firms at MBL’s recent “How to prepare and present winning pitches and tenders” . Three key themes emerged on pitching and tendering – Focus, differentiation and less is more. Focus on the client One of the key themes was the need to Read More

2022-04-07T11:17:05+01:00April 4, 2022|Kim's Blog, Lawyers, Property, Relationship Management, Selling|

Cross-selling and referrer management – Expectations, Data and Focus (March 2022)

It was a full house on the recent “Cross-selling and referrer management accelerator” workshop from PM Forum.   There are lots of insights shared by delegates below. But I wanted to focus on cross-selling and referrer management – Expectations, Data and Focus. Expectations and Goals An effective cross-selling or referrer Read More

2022-03-14T16:02:00+00:00March 14, 2022|Kim's Blog|
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