Cross-selling – The Big Questions

Posted on: June 27, 2017

At 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 – […]

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Client relationship management (CRM) – How many close relationships can you manage?

Posted on: May 8, 2017 Client relationship management (CRM)

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 – both those providing commercial […]

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Book review – Insight selling by Mike Schultz and John E Doerr

Posted on: March 10, 2017 Insight selling book review

During the course of a career spanning over 30 years I’ve read a lot of sales books. I even wrote my own back in 2000 (  But when I first read Insight selling back in 2014 I thought it was a bright star of a book amongst many disappointing and sometimes useless tomes. I’ve recommended […]

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Reasons to invest in a Key Account Management (KAM) programme

Posted on: February 11, 2016 Key Account Management KAM

At a recent Proactive Marketing Executive course (see we spent a fair amount of time talking about marketing/business development initiatives where the focus is on managing a few major clients – a Key Account Management KAM programme. I was asked to summarise the key reasons why firms should concentrate resources on a major client […]

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Checklist: 25 practical and professional skills for marketing and business development assistants (2015)

Posted on: November 20, 2015

Yesterday saw another successful training session for PM Forum with delegates from legal, accountancy and property firms at the “Practical and Professional Skills for marketing and business development assistants” Summarising the discussion, here is a checklist of 25 practical and professional skills for marketing and business development assistants. Perception  How do you perceive yourself? […]

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