At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. What is Read More
At the start of June I had the pleasure of leading PM Forum’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. We covered a lot of material in Read More
It was a full house at the March workshop on “Practical and Professional Skills for Marketing and Business Development (M&BD) Assistants” although almost all delegates were from law firms across the UK. The discussions and polls (see below) provided interesting insights into the roles and aspirations of those entering professional Read More
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
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
