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
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
This book “The Human Edge – How curiosity and creativity are your superpowers in the digital economy” by Greg Orme (London Business School, founder of the Centre for Creative Business and with clients including Accenture, EY and Arcadia) is both fascinating and inspiring. Most of us (lawyers, accountants, surveyors or Read More
Many of the clients I work with in the legal, accountancy, property and other sectors are relatively small but fast-growing businesses with up to 30 owner-managers. It is surprising the number of them that either don’t have a business plan or have a plan that is out-of-date or that doesn’t Read More
This review appeared in the most recent addition of Professional Marketing magazine. “Helping people change: Coaching with compassion for lifelong learning and growth” is an important book for those interested in behaviour change and change management– whether as a professional coach, a learning and development (L&D) expert or a leader who Read More
