Developing the roles of marketing and BD secretaries, PAs and EAs

Posted on: November 26, 2019 Developing the roles of marketing and BD secretaries, PAs and EAs

The recent workshop on “The effective marketing and BD PA/Secretary” organised by Professional Marketing Forum (https://www.pmforum.co.uk/training.aspx) was attended by delegates from law firms, accountancy practices, patent attorney and design firms. Developing the roles of marketing and BD secretaries, PAs and EAs was a key point of discussion.  Professional services marketing is different We covered the […]

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Intapp leads the way with client lifecycle management (CLM) solution

Posted on: June 5, 2019 Intapp leads the way with client lifecycle management (CLM) solution

In May I went along to the Intapp conference in London. I’ve written about the Intapp Professional Services Cloud before – it spans intelligent client development, unified business acceptance (conflict checking during client on-boarding) and client delivery (especially its support for pricing). But what struck me most at the recent conference was the way that Intapp is revolutionising […]

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Book Review – The Analytical Marketer – How to transform your marketing organization by Adele Sweetwood

Posted on: January 9, 2017 The analytical marketer – how to transform your marketing organisation by Adele Sweetwood

Health warning: This book “The Analytical Marketer – How to transform your marketing organization” by Adele Sweetwood is for serious marketers who are faced with adapting their marketing organisations to embrace the exciting (albeit a little bit scary) transformation being driven by the advances in marketing technology and automation.   This is an expanded review of the one […]

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Cross-selling and referrer management – The view from marketing and BD

Posted on: June 29, 2016 Cross-selling and referrer management

I recently presented a new course on cross-selling and referrer management for marketers and business developers in professional services for the PM Forum http://www.pmforum.co.uk/training/. As the many other blogs on these topics will demonstrate, they are big issues and we had to be selective on what we covered. However, the conclusions that were reached during […]

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Referrer and intermediary management – Internal information systems

Posted on: December 11, 2015

At recent referrer and intermediary management training sessions the topic of information systems to was discussed. Whilst there is a host of excellent technology solutions available to larger firms, some within integrated accounts systems and others in standalone CRM systems, many professionals prefer to get the relevant behaviours established and the required information assembled before […]

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