Key Account Management KAM in a nutshell

Posted on: December 19, 2017 Key Account Management KAM

I was delighted to address the Professional Marketing Forum Scotland members last week in Edinburgh. The topic they choose was Key Account Management KAM in a nutshell – so I presented information on “text book” theories as well as lots of stories from my experiences on the “front line” of KAM strategy and development in […]

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Private client marketing – Five thoughts from heads of department (2017)

Posted on: December 11, 2017

Last week I was in Manchester for an MBL training course on “Developing and sustaining your private client practice”. Over half of the delegates were heads of private client departments with responsibility for developing and growing their teams and private client marketing was a major theme. Here are the five main thought arising from the […]

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Future marketing manager – Perception, Motivation and Planning (Oct 2017)

Posted on: October 20, 2017 Oyster - Future Marketing Manager

At the recent Future Marketing Manager http://www.pmforum.co.uk/training.aspx we covered the usual wide range of topics. However, the three themes that involved the most discussion were perception, motivation and planning.  Perception Perception is “the way in which something is regarded, understood, or interpreted”. There was recognition that how marketing and business development in the professions is […]

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Cross-selling – The Big Questions

Posted on: June 27, 2017

At a recent cross-selling and referrer management course we tackled some big questions relating to cross-selling. What are you trying to achieve? – Most firms have cross-selling initiatives. Many firms repeatedly launch new initiatives to improve cross-selling. However, the starting point has to be to set some clear goals about what you want to achieve – […]

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Marketing planning in a nutshell

Posted on: June 16, 2017 Marketing planning in a nutshell

I provide many public training courses on marketing planning in a nutshell. But questions about marketing planning arise in many other public and in-house training courses on business development, referrer management and social selling. And of course people ask me for a standard marketing plan template. But it’s rarely as simple as filling in a […]

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