International relationship management – Highlights from a talk by Allan Evans at BDO accountants

At the 2017 Professional Marketing Conference http://www.pmforum.co.uk/conference.aspx , Allan Evans, Global Head of Business Development and Marketing at BDO International provided a fascinating talk on adapting to cultures for international relationship management. Allan started with an array of quotes, facts and figures that demonstrated that even small professional service firms Read More

By |2017-10-18T11:17:48+01:00October 18, 2017|

Business development for lawyers – Pipelines, relationship management and international marketing (October 2017)

At a recent CLT course on Business development for lawyers, I was working with employment, construction and commercial lawyers. The key points of interest were as follows: Pipeline management Pipeline management is particularly important for those selling commercial legal services to organisations. There is often a significant lead time between Read More

By |2018-01-12T12:21:23+00:00October 16, 2017|

Book Review: Professional Services Marketing Handbook (Edited by Nigel Clark with Charles Nixon)

You would expect a book coming from the folk at Cambridge Marketing College to be good. And it is. Unusually, it’s not a text book – there’s little theory within it. But it’s a fabulous collection of case studies, best practice and insight from a glittering array of the great Read More

By |2015-10-09T12:01:53+01:00October 9, 2015|
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