10 takeaways from a workshop on buy-in (Guildford, 2018)

Workshop on buy-in Posted on: September 13, 2018

Thanks to Stevens Bolton https://www.stevens-bolton.com/ for hosting a Professional Marketing Forum workshop on buy-in Guildford http://www.pmforum.co.uk/locations/guildford.aspx After a lively session including exercises, discussions and sharing ideas, the delegates selected the following top 10 takeaways: 1. Face-to-face contact A recent HBR report suggested that face-to-face requests were 34 times more likely to be accepted than those by […]

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Book review: Endorsements for Better Business Relationships

Better Business Relationships Posted on: September 12, 2018

My new book “Better Business Relationships – Insights from psychology and management for working in the digital world” (further details at https://www.kimtasso.com/publications/better-business-relationships/) will be published on 20th September. I’m humbled and deeply grateful for the following endorsements of the book: “Occasionally you come across books that are timely, utterly important and overdue. This is one […]

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Key Account Management (KAM) – Top 10 tips for designing and implementing a KAM programme

designing and implementing a KAM programme Posted on: August 25, 2018

Delegates (representing experts and beginners from law firms, accountancy practices, technology consultants and actuaries) at a recent training session by http://www.pmforum.co.uk/training.aspx on Key Account Management (KAM) selected the following top 10 tips for designing and implementing a KAM programme in a professional services firm. Designing the Key Account Management (KAM) programme 1. Adopt a long […]

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Making an impact, influence and persuasion

Posted on: August 13, 2018

Stephanie Hughes led an interactive session on “Making an impact, influence and persuasion” for an early evening event for Professional Marketing Forum http://www.pmforum.co.uk/ in London recently. Stepanie has been a concert pianist and a radio and television presenter. She is an experienced consultant and coach. Bring energy into the room Starting with an interesting exercise […]

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A personal approach to cross-selling

A personal approach to cross-selling Posted on: August 2, 2018

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 can do personally to support […]

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