Training

Three referrer management themes – Plans, Relationships and Communication

At the recent MBL “Developing More Work from Referrers & Intermediaries” full day digital workshop what emerged from delegate discussions were three referrer management themes – Plans, Relationship and Communication.  Agree targets and plans It became apparent early in the session that there was a need for different levels of Read More

Seven pitching themes – specialisation, engagement, research, content, differentiation, project management and virtual presence (May 2021)

This article was written for the delegates at a recent pitching workshop organised by the PM Forum  as a summary to supplement the other course materials they received. There were seven pitching themes – specialisation, engagement, research, content, differentiation, project management and virtual presence. 1. Increasing specialisation Many marketing and Read More

2021-08-20T08:59:28+01:00May 27, 2021|Kim's Blog, Marketing, Relationship Management, Selling|

Seven themes on assertiveness, effectiveness and impact – We’re all in the same boat on fee-earner relationships

At a recent PM Forum workshop on “Assertiveness, effectiveness and impact” a key insight was the reassuring realisation that we are all in the same boat on fee-earner relationships. Seven themes on assertiveness, effectiveness and impact emerged on fee-earner relationships (guilt, value, variety, impact, influence, questions and time). 1. Ignore Read More

2021-05-21T17:44:53+01:00May 21, 2021|Kim's Blog, Marketing, Relationship Management|
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