I was struck at a recent PM training course “Towards KAM – helping fee-earners with client relationship management” that there were a number of business development professionals in professional service firms who were in dedicated key account management roles. So books on Key Account Management (KAM) are topical and I reviewed Read More
Internal relationships are important for producing results in any marketing or business development initiative. At a recent “Towards Key Account Management – Helping fee-earners with client relationship management” workshop we conducted a brain writing exercise to gather as many strategies and ideas to help marketing professionals forge stronger relationships with Read More
I’ve just finished reading and reviewing this 340 page book ("Effective client management in professional services - How to build successful client relationships" by Jack Berkovi) for Professional Marketing magazine and you should be able to read the article shortly http://www.pmforum.co.uk/magazine/ . I thought I’d share some of the material Read More
At the recent coaching skills course for Professional Marketing Forum delegates studied and practised a variety of coaching skills including: contracting, process, exploring/questioning, providing feedback and perspective, reframing, problem solving, goal setting, action planning and motivation. But what generated the most interest amongst the mid and senior level managers was Read More
As a psychologist and a salesperson I was blown away when I first read Cialdini’s great book on the psychology of persuasion (was that really over 10 years ago?). There’s a summary of the six principles below. His work features in many of my influence, persuasive writing and buy-in training Read More
