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 http://kimtasso.com/book-review-effective-client-management-professional-services-build-effective-client-relationships-jack-berkovi/ ) and have summarised below the key points of some of the Accountancy marketing case studies for ease of reference: BDO Allan Evans is on the global Read More
I’ve just finished reading and reviewing this 340 page book ("Effective client management in professional services - How to build successful client relationships" by Jack Berkovi) for Professional Marketing magazine and you should be able to read the article shortly http://www.pmforum.co.uk/magazine/ . I thought I’d share some of the material Read More
I’ve worked with many private client practice teams over the years – ever since I first wrote the marketing and business development chapter for the Law Society’s “Probate Practitioners Handbook” over a decade ago. The market and clients have changed beyond recognition making it even more challenging for private client lawyers Read More