Book review: Professional services leadership handbook by Nigel Clark, Ben Kent, Alastair Beddow and Adrian Furner

Posted on: October 31, 2018 Professional services leadership handbook

The Professional services leadership handbook (subtitled “How to lead a professional services firm in a new age of competitive disruption”) was published in 2017 and it has taken a while to read and digest the contents and write this review. Professional services leadership is an important topic and the book contains a huge amount of […]

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Key Account Management (KAM) – Top 10 tips for designing and implementing a KAM programme

Posted on: August 25, 2018 designing and implementing a KAM programme

Delegates (representing experts and beginners from law firms, accountancy practices, technology consultants and actuaries) at a recent training session by http://www.pmforum.co.uk/training.aspx on Key Account Management (KAM) selected the following top 10 tips for designing and implementing a KAM programme in a professional services firm. Designing the Key Account Management (KAM) programme 1. Adopt a long […]

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Strategy silos – is marketing guilty too? Align, integrate, focus, educate and champion

Posted on: July 18, 2018 Strategy silos – is marketing guilty too? Align, integrate, focus, educate and champion

A short while ago, I travelled to Birmingham for a West Midlands Professional Marketing Forum  meeting to talk about “Towards strategic marketing”. Yesterday, I presented at a professional services conference in Sussex (organised by Consortium  and supported by CIM) and presented on a similar topic. Whereas we often consider our lawyers, accountants and surveyors to work in silos I […]

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Marketing after the technology revolution?

Posted on: July 2, 2018 Marketing after the technology revolution?

This article appeared as the leader in Professional Marketing magazine (Summer 2018 edition) where I am Editorial Consultant in Chief. I used to think that the MarTech revolution had bypassed professional services but now I’m not so sure. I’ve seen the future and it is automated. So how will marketing and business development roles change? […]

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Future Marketing Manager – T-shaped people, senior promotions and management vs. leadership

Posted on: April 18, 2018 Future Marketing Manager – T-shaped people, senior promotions and management vs. leadership

At a recent Future Marketing Manager training workshop at Professional Marketing Forum http://www.pmforum.co.uk/training.aspx  we covered a wide range of topics as usual. But during the course there were three career themes that emerged: T-shaped people, senior promotions and management vs. leadership. T-shaped people The earliest reference to the metaphor of T-shaped people was by David […]

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