Kim TassoEnquiry management: Converting more telephone enquiries with basic sales training
Posted on: July 25, 2019
At a “Business development for lawyers” course a while back the topic that the delegates asked me to write about was that of converting telephone enquiries. More recently, at a practice development course for private client solicitors, the same issue arose and other insights were shared at a recent in-house workshop on the topic. So […]
Structured programmes for Referrer Relationships
Posted on: July 8, 2019
At a recent referrer management course we talked about categorising and prioritising referrers and intermediaries according to the strength and value of the relationship. Marketing and business development teams might develop indicative programmes to show the appropriate relationship management and collaborative marketing activities depending on the stage of the relationship. Structured programmes for referrer relationships […]
Pitching and Tenders – Nine top tips and client feedback (June 2019)
Posted on: July 5, 2019
I’ve led several public courses on tendering and pitches recently (e.g. through Professional Marketing Forum https://www.pmforum.co.uk/training.aspx) and for professional service firm clients on an in-house basis. Here’s a round-up of the points that had most resonance on pitching and tenders – Nine top tips and client feedback: 1. Have a pitch process You can spend […]
Book review: Managing key clients (securing the future of the professional services firm) by Kevin Walker, Paul Denvir and Cliff Ferguson
Posted on: June 25, 2019
Whilst this is not a new book (it was published in 2006), I thought it was worth including as a review as it is one of the few books on key account management that focuses on the professional services sector. Managing key clients is also produced by the PACE partnership and many firms will be […]
Top 10 takeaways – Proactive Marketing Executive (Feb 2019)
Posted on: June 13, 2019
These are the top 10 takeaways from the delegates at the February 2019 Professional Marketing Forum’s Proactive Marketing Executive workshop selected as being most valuable. This post also includes some of the other marketing communication topics that emerged during exercises and discussions. McDonald’s Marketing plan outline (see http://kimtasso.com/marketing-planning-nutshell/) and the strategic process (Where now? Where […]