Accountancy marketing case studies – Strategy and relationship management at...
I recently reviewed the book “Effective client management in professional services – how to build successful client relationships” by Jack Berkovi (see...
View ArticleLegal marketing case study: Improving referrals through reward systems at...
I’ve written many articles and blogs about cross-selling and both internal and external referral management. And I always mention the need to remove barriers and risks and ensure that there are...
View ArticleImproving referrer management in the professions – research into referrer...
Referrals – whether from existing clients (recommendations), colleagues within the firm (cross-selling) and external third parties (intermediaries and professional contacts) – have always been an...
View ArticleFive favourite thoughts on fantastic writing – from a business development...
I thank my lucky stars for days like today. I spent the morning with bright marketers from the professions, honing our writing skills and sharing ideas. Whilst I can’t convey the fun and energy at the...
View ArticleSign up for the 2nd Estates Gazette Property Marketing Summit
In June 2014, I presented a paper on future trends in property marketing at the first Estates Gazette Property Marketing conference. I also wrote a series of blogs about some of the other...
View ArticleEffective social media for accountants
I spent this morning in front of a video camera recording a webinar for MBL on Effective social media for accountants. My aims, in this 75 minute video (which will be livestreamed on Wednesday 6th May)...
View ArticleInternal relationships – 60 ideas to help marketing professionals forge...
Internal relationships are important for producing results in any marketing or business development initiative. At a recent “Towards Key Account Management – Helping fee-earners with client...
View ArticleFuture Marketing Managers need some Finnish “Sisu” or Japanese “Ganbaru” for...
At the Professional Marketing Forum training session for Future Marketing Managers http://www.pmforum.co.uk/training/ last week I talked about the Finnish quality of “Sisu”. There isn’t a direct...
View ArticleUpdate on digital marketing and social media in the professions (May 2015)
Last week, I was joined by 18 senior and junior enthusiastic delegates from across the professions for an update on digital marketing and social media in the professions at a PM Forum training session...
View ArticleCrisis management – When your web site is hacked…
It was a sunny Sunday morning. I’d been out dancing the night before. Assuming I would spend some time leisurely reading my novel with a cup of coffee before having to start the day, I reached for my...
View ArticleBook Review: The New Successful Large Account Management by Robert B Miller...
I was struck at a recent PM training course “Towards KAM – helping fee-earners with client relationship management” that there were a number of business development professionals in professional...
View Article“Mavericks, measurement and impatience” Campaign management in the...
Yesterday, I was delighted that the West Midlands branch of Professional Marketing Forum invited me to run a condensed “Campaign management in the professions” session. It was a great turnout with over...
View ArticleSeven thoughts on private client marketing (June 2015)
I facilitated “Developing and sustaining your private client practice” courses in London and Bristol for MBL during the early part of June 2015. It seems that private client marketing is high on many...
View ArticlePositive, persuasive and persistent – Therapy and theory of partner buy-in
Anger management, changing perceptions, expectations management, risk aversion, new CRM systems, protectionism, inertia and even monkeys – There’s always so much variety when we discuss the challenge...
View ArticleBe more strategic – creating behaviour change
At the PM Forum’s “Being more strategic” course http://www.pmforum.co.uk/training/ last week we covered a lot of ground. During the day we explored techniques for: thinking strategically, strategic...
View Article10 steps to create a business development campaign
At a recent CLT course on “Business Development for Lawyers” I asked delegates (many of whom where insolvency experts) what they would most like as a follow up blog post. They asked for something that...
View ArticleNine takeaways from the second annual Estates Gazette property marketing summit
On 25th June I went along to the fabulous conference venue at 30 Euston Square for the second annual Estates Gazette property marketing conference. It was an interesting line-up of speakers and...
View ArticleWhere do I start? Business Development for Lawyers (MBL Private Client...
At a recent MBL seminar on “Developing and sustaining your private client practice” https://www.mblseminars.com/Outline?progid=5747&AddSeminarToBasket=1026988 a delegate said that while she found...
View ArticleMarketing automation – New pitch development system from Iphelion
I saw a demonstration of PitchPoint software – a new pitch development system – by Andy Driskell of Iphelion. Module to make pitch data capture easy The demonstration started with the administration...
View ArticleThe power of three in personal introductions (BrandMe)
I’ve written before about the power of three when developing a persuasive presentation. See, for example, a review of a book on the topic...
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