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 Read More
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 Read More
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 Read More
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 Read More
I’ve written many articles and blogs about cross-selling and both internal and external referral management. And I always mention the need to remove barriers and risks and ensure that there are adequate rewards. So here's an interesting Legal marketing case study. So I was interested to talk to the good Read More
