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 Read More
I thank my lucky stars for days like today. I spent the morning with bright marketers from the professions, honing our writing skills and sharing ideas. Whilst I can’t convey the fun and energy at the business development writing workshop, I can share some of our favourite thoughts. After considering Read More
Referrals – whether from existing clients (recommendations), colleagues within the firm (cross-selling) and external third parties (intermediaries and professional contacts) – have always been an important source of new business for professionals in the legal, accountancy and property (real estate) markets. Particularly so in commercial and consumer transactional situations. So Read More
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 Read More
I recently reviewed the book “Effective client management in professional services – how to build successful client relationships” by Jack Berkovi (see blog http://kimtasso.com/book-review-effective-client-management-professional-services-build-effective-client-relationships-jack-berkovi/). The article will appear shortly in http://www.pmforum.co.uk/magazine/. Meanwhile, I summarised the key points from some of the Legal marketing case studies for ease of reference: Bird Read More