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

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

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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Referrer and intermediary management – 13 top tips from a workshop (May 2018)

Posted on: June 4, 2018 Referrer and intermediary management

I’m delighted to say that there were lots of delegates from law firms, accountancy firms, structural engineers, insolvency practitioners, banks and insurers at the recent referrer and intermediary management workshop in London http://www.mblseminars.com/Outline/Developing-More-Work-from-Referrers-_-Intermediaries/5770/ At the end of the day, after considering how to generate better and more recommendations from internal sources, existing clients and external third […]

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Introducing the marketing planning process into a professional service firm

Posted on: March 20, 2018 marketing planning process into a professional service firm

At the recent “Marketing planning in a nutshell” training workshop http://www.pmforum.co.uk/training.aspx, the focus was on the best way to introduce a marketing planning process into a professional service firm. While many of the larger professional service firms have sophisticated marketing and business development planning processes, some smaller firms are still trying to engage their fee-earners […]

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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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