Last week I had the pleasure of facilitating delegates from legal and accountancy firms in the PM Forum’s “Referral Management and Cross-Selling Accelerator” workshop. Here are the key points from the polls, break-out and discussion sessions with referrer management and cross-selling insights. I’ve also included a summary from a recent Read More
In September, the international senior marketing and business development team at Clark Hill presented a webinar for the Professional Marketing Forum. The topic was “Clark Hill redesigns its marketing and BD team”. The work to re-imagine its marketing and business development (M&BD) team won Clark Hill the Best Marketing Initiative Read More
It was great to see so many people on the December digital presentation of the popular MBL “Developing more work from referrers and intermediaries” workshop – there were representatives from law, accountancy, insolvency and engineering firms. Here are the highlights from a referrer management workshop. Amongst the aims of the Read More
The Professional Marketing Forum Conference is the annual highlight for professional services marketers. A shorter version of this article on the 2020 conference appeared in the PM magazine November 2020 issue. This is the 25th Professional Marketing Forum Conference Report - ABM, redesigning M&BD teams, award-winning campaigns, persuasion, client feedback and Read More
At last week’s “Towards KAM and ABM – helping fee-earners with relationship management” workshop (presented digitally through the PM Forum) we covered a lot of content in a short amount of time. This post covers the top picks from KAM training workshops – as it includes feedback from a previous Read More
