To merge or not to merge? Merging property partnerships

Posted on: September 14, 2016 Merging property partnerships

Merging property partnerships – which are essentially people businesses – can be challenging. The topic of whether to merge or not to merge a small surveyors’ practice was discussed at a recent “Managing and marketing a profitable surveyors’ practice” (see for future dates and locations).  Reasons to merge Property partnerships cite lots of different […]

Read More

Legal market research – The 2016 NatWest Financial Benchmarking Report

Posted on: May 13, 2016

This continues the series of blogs reviewing legal market research. For the fourth year, the NatWest Professional Services team has worked with accountant Robert Mowbray to produce a report looking at 390 law firms (employing 17,200 people and with a combined income of £1.43bn) in the SME sector (revenues below £35m) – including a comparison […]

Read More

10 tips on price communications for professionals

Posted on: April 28, 2016 Price communication for professionals

When I talk to professionals about price communications there appears to be some confusion between two separate activities. First, there needs to be a pricing strategy – I’ve addressed this in various blogs (see, for example, – which might include premium pricing for a skimming strategy or a lower price to achieve rapid penetration. Establishing […]

Read More

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 […]

Read More

Book Review: The New Successful Large Account Management by Robert B Miller and Stephen E Heiman with Tad Tuleja (KAM – Key Account Management)

Posted on: June 12, 2015

I was struck at a recent PM training course “Towards KAM – helping fee-earners with client relationship management” that there were a number of business development professionals in professional service firms who were in dedicated key account management roles. So books on Key Account Management (KAM) are topical and I reviewed this one for PM Forum […]

Read More

Original branding by Matt Playford · A site by Fresh01