Book review: Managing key clients (securing the future of the professional services firm) by Kevin Walker, Paul Denvir and Cliff Ferguson

Posted on: June 25, 2019 Managing key clients

Whilst this is not a new book (it was published in 2006), I thought it was worth including as a review as it is one of the few books on key account management that focuses on the professional services sector. Managing key clients is also produced by the PACE partnership and many firms will be […]

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Reasons to invest in a Key Account Management (KAM) programme

Posted on: February 11, 2016 Key Account Management KAM

At a recent Proactive Marketing Executive course (see http://www.pmforum.co.uk/training/) we spent a fair amount of time talking about marketing/business development initiatives where the focus is on managing a few major clients – a Key Account Management KAM programme. I was asked to summarise the key reasons why firms should concentrate resources on a major client […]

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Be more T Rex – Client management with dinosaurs

Posted on: October 23, 2015

Profitability through dinosaurs? Often during my training sessions on client service, client management, relationship management or key account management (KAM) with lawyers, accountants and surveyors I’ll spend some time drawing dinosaurs. And last week I was finally persuaded to share my ideas on a blog. Onwards plods the Diplodocus You see sometimes I describe a […]

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