Key Account Management (KAM) – Research companies, use KAM technology and...
At the start of June I had the pleasure of leading PM Forum’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and...
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Change Management – Heads, Hearts and Hands
At this week’s change management for professional practices workshop, I welcomed delegates from legal, accountancy and property firms. Their roles included managing partner, head of HR, operations...
View ArticleManaging Partners’ Forum Strategy Summit
Thanks to the Managing Partners’ Forum Strategy Summit at haysmacintyre earlier this week. My takeaways from the insightful facilitators and panellists were: Recruitment of lawyers is down on previous...
View ArticleHow to engage fee-earners in the M&BD planning process?
At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”....
View ArticleProfessional services marketing/BD case studies – Moore Kingston Smith,...
To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. Today I summarise professional services marketing/BD case studies –...
View ArticleContext and curiosity drive commerciality and pricing
This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business...
View ArticleUpdate on marketing and business development (M&BD) team structures
I presented a methodology to design marketing and BD team structures in November 2015 . Some of the points raised then remain the same, whilst new market conditions bring additional components into the...
View ArticleBook review: The Strategy Book by Max McKeown
Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I deliver and facilitate strategy workshops and it’s...
View ArticlePrivate client management and marketing: Business plans, recruitment,...
It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “Managing and growing your private client practice” earlier this month. This post...
View ArticleCase studies: Marketing and Business Development at law and accounting firms
At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. Both to support their competitor...
View ArticleBe more strategic: Top-down or bottom-up, marketing and sales integration and...
In early December we welcomed 15 delegates to a PM Forum “Be more strategic” workshop. The delegate aims, views and key takeaways are shown below. The workshop covered strategic thinking, business...
View ArticleLeadership, emotional intelligence and teams in change management
Last week I was excited to lead an MBL session on “Tackling Change Management – A Workshop for Professional Firms”. Having facilitated this session many times in the past in face-to-face workshops, it...
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