Pitching and Tenders – Nine top tips and client feedback (June 2019)

Posted on: July 5, 2019 Pitching and Tenders – Nine top tips and client feedback (June 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 […]

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Book Review: Malcolm McDonald on value propositions – How to develop them, how to quantify them (by Malcolm McDonald and Grant Oliver)

Posted on: May 7, 2019 Malcolm McDonald on value propositions – How to develop them, how to quantify them

This book review of “Malcolm McDonald on value propositions – How to develop them, how to quantify them” appeared in the April 2019 edition of Professional Marketing magazine. https://www.pmforum.co.uk/pm-magazine/pm-magazine.aspx Like much of Malcolm McDonald’s superb work, this isn’t an easy read as the proposed approach is thorough and analytical. It will, however, appeal to those […]

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Client Feedback – From the horse’s mouth: The Crown Estate, Surrey County Cricket Club and JUUL Laboratories (2018)

Posted on: November 8, 2018

At the 2018 Professional Marketing Conference (see http://kimtasso1.wpengine.com/professional-marketing-forum-conference-report-2018-the-bare-necessities/), there was the usual client panel where clients of legal, accountancy and property professional services firms gave their views on marketing and client service. Continuing the series of Client Feedback – From the horse’s mouth: The Crown Estate, Surrey County Cricket Club and JUUL Laboratories provide their […]

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Marketing after the technology revolution?

Posted on: July 2, 2018 Marketing after the technology revolution?

This article appeared as the leader in Professional Marketing magazine (Summer 2018 edition) where I am Editorial Consultant in Chief. I used to think that the MarTech revolution had bypassed professional services but now I’m not so sure. I’ve seen the future and it is automated. So how will marketing and business development roles change? […]

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Book review – “Strategic tendering for professional services” by Matthew Fuller and Tim Nightingale

Posted on: May 11, 2017 Strategic tendering

It’s about time that there was a new book on strategic tendering for professional services. It’s too long – 1993 – since John de Forte and Guy Jones wrote their ground breaking “Proposals, pitches and beauty parades”. Whilst I valued Basil Sawczuk’s “Creating winning bids” in 2013 it is focused on the property and construction […]

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