I recently visited Nottingham to lead a session for the East Midlands branch of the Professional Marketing Forum http://www.pmforum.co.uk/locations/eastmidlands.aspx called “Achieving buy-in – getting it past the partners”. It was hosted in the fabulous offices of Browne Jacobson (loved their open plan staff café and the “News in the loos” Read More
At a recent seminar on referrer and intermediary management, we turned our attention to the importance of internal referrals - What is commonly known as cross-selling. Here are the top ten tips on cross-selling picked by the delegates 1. Provide interesting internal talks (and follow up) Some firms organise “Brown Bag Read More
At recent referrer and intermediary management training sessions the topic of information systems to was discussed. Whilst there is a host of excellent technology solutions available to larger firms, some within integrated accounts systems and others in standalone CRM systems, many professionals prefer to get the relevant behaviours established and Read More
Anger management, changing perceptions, expectations management, risk aversion, new CRM systems, protectionism, inertia and even monkeys - There’s always so much variety when we discuss the challenge of partner buy-in for marketers in professional service firms! At the most recent PM Forum http://www.pmforum.co.uk/training/ workshop “Getting it past the partners – Read More
Internal relationships are important for producing results in any marketing or business development initiative. At a recent “Towards Key Account Management – Helping fee-earners with client relationship management” workshop we conducted a brain writing exercise to gather as many strategies and ideas to help marketing professionals forge stronger relationships with Read More
