How to design a marketing and business development team
I’m frequently asked to help with the challenge of how to design a marketing and business development team in professional service firms that is fit for the future. I have developed a consultancy...
View ArticleDear fee-earner, Love from Leeds: Why you should allow your marketing and...
I was delighted to be invited by the Yorkshire Committee of the PM Forum (http://www.pmforum.co.uk/) to lead a lunchtime session (hosted by DLA Piper in Leeds and organised by Amit Champaneri) on...
View ArticleThought leadership lecture for Laurie Young – The future of the professions
On Monday evening I attended the Inaugural Lecture for Laurie at Allen & Overy’s offices where there main speakers were Richard Susskind and his son Daniel. James Luke from IBM was also interviewed...
View ArticleReasons to invest in a Key Account Management (KAM) programme
At a recent Proactive Marketing Executive course (see http://www.pmforum.co.uk/training/) we spent a fair amount of time talking about marketing/business development initiatives where the focus is on...
View ArticleSix insights into managing a surveyors’ practice (2016)
At last week’s “Managing and marketing a profitable surveyors’ practice” workshop in Glasgow, where the focus was on how to achieve profitable growth, the delegates identified six insights into...
View ArticleMarketing planning in a nutshell – Selecting a strategy
At last week’s “Marketing planning in a nutshell” workshop by Professional Marketing Forum http://www.pmforum.co.uk/training/ the delegates requested that I write a blog on selecting strategies. The...
View ArticleBeing more strategic – Six insights (Bias, Data, Complexity, Tolerance,...
Earlier this week, Norton Rose kindly hosted another presentation of the PM Forum’s “Being more strategic” training session where 18 delegates from solicitors, barristers, accountancy, actuarial and...
View ArticleLaw Society legal market research 2016 – The future of legal services
This legal market research report was published in January and is a cracking example of comprehensive SLEPT (or PEST) and market attractiveness analyses that will be valuable to any law firm strategic...
View Article10 tips on price communications for professionals
When I talk to professionals about price communications there appears to be some confusion between two separate activities. First, there needs to be a pricing strategy – I’ve addressed this in various...
View ArticleFour insights from developing a private client practice – Analysis,...
At a recent training session for MBL on “Managing and developing a private client practice”, delegates identified the following four key insights and asked for a summary of the issues discussed: 1....
View ArticleManaging client service in surveying and property partnerships
At a recent workshop for surveyors (“Managing and marketing your surveying practice” http://www.mblseminars.com/Outline?progid=5865) I was asked to write a blog about managing client service in...
View ArticleLegal market research – LexisNexis Bellwether 2016 report highlights
Legal market research in the LexisNexis Bellwether Report 2016 “The riddle of perception” was recently published. The research involved structured interviews with 122 independent lawyers and 108...
View ArticleLeading a surveyors’ practice – Eight insights into leadership in property
At the recent Leeds presentation of the “Managing and marketing a profitable surveyors’ practice” training workshop we discussed leading a surveyor’s practice – leadership in property. Some of the...
View ArticleIntegrated marketing – Joined up sector, KAM and CEM programmes
Integrated marketing can be a challenge. It can be especially difficult trying to integrate and co-ordinate various strategic marketing and business development initiatives in a professional services...
View ArticleTo merge or not to merge? Merging property partnerships
Merging property partnerships – which are essentially people businesses – can be challenging. The topic of whether to merge or not to merge a small surveyors’ practice was discussed at a recent...
View ArticleThe Lawyer UK 200 Workspace report – Law firm use of real estate
During the summer months I spent much of my time visiting the offices of solicitors and barristers around the UK, interviewing JLL’s property agents in the Big Six UK cities and knee-deep in data to...
View ArticleStrategy matters in turbulent times: Digital Transformation. Big Data....
I attended last week’s Open University Business School (OUBS) business perspectives seminar on “Strategy Matters in Turbulent Times: Think Big Data. Think Business Models”. After opening comments from...
View ArticleThe Lawyer Business Leadership Summit – Crystal balls, Change, Connection,...
The end of September marks the annual Business Leadership Summit and Awards from The Lawyer magazine so I was at The Brewery in Chiswell Street bright and early for a day of commercial insights from...
View ArticleReferrer management strategies: Plan, target, focus, research, relationship,...
Recently in Manchester, I was joined by accountants, lawyers and insolvency practitioners for the MBL referrer management training workshop on “Developing more work from referrers and intermediaries”....
View ArticleImportance of Client Experience Management (CEM) – PM Forum conference report...
My conference report for the Professional Marketing Forum’s 21st Conference “All about the journey” which focused on Client Experience Management (CEM) was published in this month’s edition of...
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