Accountancy marketing case study: Haines Watts accountants “For Love or Money” thought leadership campaign

Posted on: April 6, 2017 accountancy marketing case study Haines Watts Love or Money thought leadership

I interviewed Sam Davies, Group Head of Marketing at Haines Watts (HWCA), to obtain an accountancy marketing case study on the firm’s thought leadership campaign “For Love or Money – the secret life of the business owner”. About Sam and Haines Watts Sam has worked at Haines Watts for over 18 years and in her […]

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Integrated marketing – Joined up sector, KAM and CEM programmes

Posted on: August 11, 2016 Integrated marketing - sector, KAM and CEM

Integrated marketing can be a challenge. It can be especially difficult trying to integrate and co-ordinate various strategic marketing and business development initiatives in a professional services firm. Particularly as fee-earners can have short attention spans and quickly grow weary when presented with another new marketing programme. Typically in a professional services firm there is […]

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Cross-selling and referrer management – The view from marketing and BD

Posted on: June 29, 2016 Cross-selling and referrer management

I recently presented a new course on cross-selling and referrer management for marketers and business developers in professional services for the PM Forum http://www.pmforum.co.uk/training/. As the many other blogs on these topics will demonstrate, they are big issues and we had to be selective on what we covered. However, the conclusions that were reached during […]

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Four insights from developing a private client practice – Analysis, Objectives, Targeting and Internal Communication (June 2016)

Posted on: June 20, 2016

At a recent training session for MBL on “Managing and developing a private client practice”, delegates identified the following four key insights and asked for a summary of the issues discussed: 1. Analyse the source of work Avoid data-free marketing. Before you start work on setting objectives and developing strategies to grow your private client […]

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Ten tips on cross-selling – Boosting internal networks

Posted on: March 29, 2016 Internal network - top tips for cross-selling

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 Lunches” (you have to take […]

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