Conference report: British Psychological Society’s (BPS) Psychology means business

Posted on: July 23, 2019

Earlier this month I attended the British Psychological Society’s (BPS) Psychology means business conference in London. It was a day filled with excellent talks and fascinating insights. I have shared a few of the most interesting points here. Behavioural science Behavioural science was a big theme throughout the day – showing its increasing importance in […]

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Structured programmes for Referrer Relationships

Posted on: July 8, 2019 Structured programmes for Referrer Relationships

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 […]

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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 Managing key clients

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 […]

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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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