Key Account Management KAM – Managing key client meetings

Posted on: July 24, 2017 Managing key client meetings

At a recent training workshop on helping fee-earners with Key Account Management KAM – the delegates requested that I write about how to manage key client meetings. Further details of this course can be found here http://www.pmforum.co.uk/training.aspx What often happens My observation is that at the start of a Key Account Management or Key Client […]

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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 (http://kimtasso.com/publications/selling-skills-for-the-professions/).  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 http://www.pmforum.co.uk/training/) 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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