14 pragmatic steps to improved referrer management (London and Manchester 2019)

Posted on: December 19, 2019 14 pragmatic steps to improved referrer management (London and Manchester 2019)

I’ve combined the key delegate insights from the two most recent MBL workshops on referrer management (http://www.mblseminars.com/Outline/Developing-More-Work-from-Referrers-_-Intermediaries/5770/) in London and Manchester to provide 14 pragmatic steps to improved referrer management. The sessions had a fascinating and productive blend of views from senior leaders, fee-earners and business development professionals. 1. Analyse the current situation and set […]

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A strategy for developing more private client work

Posted on: September 20, 2019 A strategy for developing more private client work

A shorter version of this article on A Strategy for developing more private client work was published in The Law Society’s Private Client Section in September 2019 https://communities.lawsociety.org.uk/september-2019/workshop-developing-more-private-client-work/6000337.article At the Law Society’s Private Client Conference in June 2019 I presented a short workshop on “Developing more private client work”. The session covered: 1. Develop a […]

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Structured programmes for Referrer Relationships

Posted on: July 8, 2019 Structured programmes for Referrer Relationships

At a recent referrer management course we talked about categorising and prioritising referrers and intermediaries according to the strength and value of the relationship. Marketing and business development teams might develop indicative programmes to show the appropriate relationship management and collaborative marketing activities depending on the stage of the relationship. Structured programmes for referrer relationships […]

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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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Legal marketing case study – Royds Withy King private client wealth proposition and new product Life Safe®

Posted on: April 19, 2019 Legal marketing case study – Royds Withy King private client wealth proposition and new product Life Safe®

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 […]

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