Professional services

Book review – “Strategic tendering for professional services” by Matthew Fuller and Tim Nightingale

It’s about time that there was a new book on strategic tendering for professional services. It’s too long – 1993 - since John de Forte and Guy Jones wrote their ground breaking “Proposals, pitches and beauty parades”. Whilst I valued Basil Sawczuk’s “Creating winning bids” in 2013 it is focused Read More

Key thoughts from marketing and business development assistants (2016)

Here are the key thoughts from the delegates on a recent PM Forum training course on “Practical and professional skills for marketing and business development assistants” Goals – Without goals, it is impossible to measure contribution, effectiveness and success. Goals are also important personally in terms of understanding where Read More

2016-06-02T10:28:30+01:00June 2, 2016|Kim's Blog, Marketing|

Referrer management – what do you do when you can’t reciprocate work referrals?

This year I have delivered a number of training courses – both publicly and in-house – on the topic of referrer and intermediary management for lawyers, accountants and surveyors. Whilst the training focuses on research, strategy, messaging and the importance of relationship building a common question is what do you Read More

2023-02-09T11:12:50+00:00December 30, 2015|Accountants, Kim's Blog, Lawyers, Property, Relationship Management|

Book Review: Professional Services Marketing Handbook (Edited by Nigel Clark with Charles Nixon)

You would expect a book coming from the folk at Cambridge Marketing College to be good. And it is. Unusually, it’s not a text book – there’s little theory within it. But it’s a fabulous collection of case studies, best practice and insight from a glittering array of the great Read More

2015-10-09T12:01:53+01:00October 9, 2015|Accountants, Kim's Blog, Lawyers, Marketing, Selling|

Marketing Executives develop empathy in seeing things from the fee-earners' perspective

It was a full house (including Marketing Executives from some Magic Circle law firms and Big Four accountancy practices) at this week’s PM Forum full day training session on “Growing your role: The Proactive Marketing Executive” which was kindly hosted by Withers solicitors in the shadow of the Old Bailey Read More

2014-10-18T15:51:31+01:00October 18, 2014|Accountants, Kim's Blog, Lawyers, Marketing|
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