Last week I had the pleasure of facilitating delegates from legal and accountancy firms in the PM Forum’s “Referral Management and Cross-Selling Accelerator” workshop. Here are the key points from the polls, break-out and discussion sessions with referrer management and cross-selling insights. I’ve also included a summary from a recent Read More
On 17 February I had the pleasure of facilitating a sold-out workshop on “Being more strategic” for the PM Forum. There were delegates from large and small law firms, patent attorneys, accountants, actuaries and management consultants. This is a summary of the session which I promised I’d share with the Read More
It was great to see so many people on the December digital presentation of the popular MBL “Developing more work from referrers and intermediaries” workshop – there were representatives from law, accountancy, insolvency and engineering firms. Here are the highlights from a referrer management workshop. Amongst the aims of the Read More
Yesterday I facilitated an interactive workshop through the Professional Marketing Forum on cross-selling and referrer management. I promised the delegates – representing a range of legal and accountancy practices – that I would summarise and share the key points arising from the session and the six themes to supplement their Read More
In my blog posts about referrer management and cross-selling, I usually tackle the subject from a firm-wide perspective – goals, strategy, planning, change management, systems, information, rewards and measurement. But many lawyers, accountants and surveyors – especially those at the early stages of their career – ask me what they Read More
