Internal marketing

10 steps to create a business development campaign

At a recent CLT course on “Business Development for Lawyers” I asked delegates (many of whom where insolvency experts) what they would most like as a follow up blog post. They asked for something that pulled everything together on developing a marketing and business development campaign. This is a topic Read More

2015-11-13T12:45:19+00:00November 13, 2015|Accountants, Kim's Blog, Lawyers, Marketing, Relationship Management, Strategy|

10 steps to create a business development campaign

At a recent CLT course on “Business Development for Lawyers” I asked delegates (many of whom where insolvency experts) what they would most like as a follow up blog post. They asked for something that pulled everything together to make it easy for them to create a business development campaign. This is Read More

2015-07-06T17:29:55+01:00July 6, 2015|Kim's Blog, Lawyers, Marketing, Selling, Strategy|

Four themes in referrer management – for lawyers and accountants in the UK and internationally

Intermediary and referrer management was the topic for a full day session at a recent MBL training event in London and also a recent conference session for international accountants in the CPAAI network in Amsterdam. Referrer and intermediary management is one of my key themes this year and I have Read More

2018-01-12T12:22:40+00:00June 19, 2015|Accountants, Kim's Blog, Lawyers, Relationship Management|

Use the 6Rs to generate more referrals – Referrer management

For lawyers, accountants and surveyors in a network of offices, the challenge of generating referrals (cross-selling) will be all too familiar. Extend the network into strategic alliances and across other firms and the problem is compounded. Referrer management is an important but tricky activity. It’s a multi-faceted issue, and there is Read More

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