I recently presented a masterclass for some lawyers on the topic of trust for better business relationships. Here are the highlights: What is trust? Trust is a belief. It refers to ideas concerning risk, power and dependency. It is a means of reducing uncertainty so that an effective relationship may Read More
At the 2017 Professional Marketing Conference http://www.pmforum.co.uk/conference.aspx , Anna Lind, Director of Client Relationship Management at JLL where she leads a team of seven, provided a fabulous property marketing case study. She talked through her six element client relationship management (CRM) and key account management (KAM) programmes which she has Read More
At a recent CLT course on Business development for lawyers, I was working with employment, construction and commercial lawyers. The key points of interest were as follows: Pipeline management Pipeline management is particularly important for those selling commercial legal services to organisations. There is often a significant lead time between Read More
Client relationship management (CRM) remains topical. At a recent MBL course on “Getting more work from referrers and intermediaries” I was asked about the number of relationships that any one professional could expect to manage successfully. Relationship marketing is the primary method of business development in many professional service firms Read More
Recently in Manchester, I was joined by accountants, lawyers and insolvency practitioners for the MBL referrer management training workshop on “Developing more work from referrers and intermediaries”. Here are the delegates’ views of the highlights. Plan – Back to basics Most firms have referrer management programmes and activities – but Read More
