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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Update on digital marketing and social media in the professions (May 2015)

Posted on: May 17, 2015

Last week, I was joined by 18 senior and junior enthusiastic delegates from across the professions for an update on digital marketing and social media in the professions at a PM Forum training session http://www.pmforum.co.uk/training/ . Thanks to Dentons in the City for hosting. I promised to provide a summary of the main topics discussed […]

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Client Relationship Management (CRM) for local government lawyers

Posted on: April 23, 2015

Having recently done some work with local Government legal departments on the subject, I was delighted to be invited to the LGG (Local Government Lawyers) Annual Weekend School in Exeter to facilitate a session for business managers on client relationship management. So in an interaction session on Client Relationship Management (CRM) for local government lawyers, […]

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Legal marketing case study: Improving referrals through reward systems at Keystone Law

Posted on: February 19, 2015

I’ve written many articles and blogs about cross-selling and both internal and external referral management. And I always mention the need to remove barriers and risks and ensure that there are adequate rewards. So here’s an interesting Legal marketing case study. So I was interested to talk to the good people of Keystone Law. This […]

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Accountancy marketing case studies – Strategy and relationship management at BDO, Grant Thornton and RSM International

Posted on: February 4, 2015

I recently reviewed the book “Effective client management in professional services – how to build successful client relationships” by Jack Berkovi (see http://kimtasso.com/book-review-effective-client-management-professional-services-build-effective-client-relationships-jack-berkovi/ ) and have summarised below the key points of some of the Accountancy marketing case studies for ease of reference: BDO Allan Evans is on the global board to ensure consistency in […]

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