Kim TassoLegal marketing case study – Royds Withy King private client wealth proposition and new product Life Safe®
Posted on: April 19, 2019
This post is based on an article in Professional Marketing magazine (March 2019) https://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx which looked at a legal marketing case study for Royds Withy King private client wealth proposition. It was written by Robert Pinheiro, the firm’s Senior Marketing and CRM Manager. I was particularly pleased to see the firm’s success having worked with […]
Book review: Reinforcements: How to get people to help you by Heidi Grant
Posted on: October 3, 2018
The original (shorter) review of Reinforcements: How to get people to help you by Heidi Grant was published in the October edition of Professional Marketing magazine http://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx Reinforcement can mean a) enlisting extra help and b) a process to establish a particular behaviour using reward. Cleverly, this short book addresses both. It’s stuffed with interesting […]
A personal approach to cross-selling
Posted on: August 2, 2018
In my blog posts about referrer management and cross-selling, I usually tackle the subject from a firm-wide perspective – goals, strategy, planning, change management, systems, information, rewards and measurement. But many lawyers, accountants and surveyors – especially those at the early stages of their career – ask me what they can do personally to support […]
Relationship and referrer management – Piggybacks, Ghosting, Ridealongs, Swapsies and Orange Crates
Posted on: December 13, 2017
I regularly run training courses – both on public sessions and in-house – on relationship and referrer management. At a recent session presented through MBL Seminars, we explored some of the more popular techniques for relationship and referrer management whether for internal or external referrers. Piggybacking – Rather than mount an entire campaign on your […]
Cross-selling – The Big Questions
Posted on: June 27, 2017At a recent cross-selling and referrer management course we tackled some big questions relating to cross-selling. What are you trying to achieve? – Most firms have cross-selling initiatives. Many firms repeatedly launch new initiatives to improve cross-selling. However, the starting point has to be to set some clear goals about what you want to achieve – […]