A while back I blogged about some of the best books on account management http://kimtasso.com/getting-to-grips-with-key-account-management-kam but I omitted to mention this book (Seven keys to managing strategic accounts) which was published in 2003. It’s important because it is a joint effort with Miller Heiman – the creators of strategic selling® - Read More
At this year's Professional Marketing Conference I've been teamed up with Kevin Doolan who is a partner at law firm Eversheds with responsibility for managing major client relationships and business development training. Prior to joining the management team in 2001, Kevin obtained an MBA at Henley. He negotiated the sole Read More
At the most recent “Towards KAM – helping fee-earners with client relationship management” course at PM Forum http://www.pmforum.co.uk/training/. I promised that I would provide information on the best books for further information on account management. There are three – rather different - books that might be of interest: “Key account management” by Read More
It’s rare to be able to get your hands on success statistics so I was interested to see an article in The Lawyer (30th November 2012) which showed how Freshfields’ CRM is faring. The article indicated that: Freshfields Bruckhaus Deringer has seen fee income from its top 30 clients increase by Read More
At a recent workshop for “Practical and professional skills for marketing and business development assistants” I asked the participants for their views on the most important practical tips that they were taking away. They picked two – one might argue obvious - techniques to help them improve their communications with partners Read More
