Book review: The seven keys to managing strategic accounts – Sallie Sherman, Joseph Sperry and Samuel Reece

Posted on: June 28, 2013

A while back I blogged about some of the best books on account management but I omitted to mention this book (Seven keys to managing strategic accounts) which was published in 2003. It’s important because it is a joint effort with Miller Heiman – the creators of strategic selling® – and is based on interviews […]

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Getting to grips with Key Account Management (KAM)

Posted on: April 25, 2013

At the most recent “Towards KAM – helping fee-earners with client relationship management” course at PM Forum I promised that I would provide information on the best books for further information on account management. There are three – rather different – books that might be of interest: “Key account management” by Peter Cheverton For those who […]

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Getting your head around basic selling skills

Posted on: November 11, 2011

When selling has been a key part of your role for over 30 years, and you have been teaching and coaching both the professions (lawyers, accountants and surveyors) as well as marketers for almost 20 years, it is easy to forget how important it is to remember the basics. On Tuesday morning I ran a […]

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A-E of cultivating a culture of relationship management

Posted on: July 6, 2010

On 1st July I went along to the lovely riverside offices of Norton Rose in More London to help lead a discussion on the topic of cultivating a culture of relationship management for a group of senior marketers and HR practitioners from legal, property and accountancy firms at the Managing Partners Forum. I co-presented with […]

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Integrating awareness and relationship marketing

Posted on: August 1, 2008

Back in 2002, I presented a session for the Law Management Section of The Law Society on cross firm collaboration where I suggested that, in the broadest sense, most business development activities in a law firm could be encapsulated by integrating brand strategies with CRM (Client Relationship Management) programmes. In effect, there is a spectrum […]

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