Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. An emerging theme was the combination of people and problem-solving skills. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

DECEMBER 14, 2022

We discussed various models to support the development of your personal brand e.g. PIA (Presence, Impact and Authority) How do you make a personal impact – Make a difference (kimtasso.com). Develop both hard (technical) and soft (interpersonal) skills. Define my values and develop my personal brand. Delegate aims.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

NOVEMBER 13, 2023

Developing a business plan was seen as a priority for those who were new in leadership roles in their firms as well as established leaders looking to drive development and growth (see delegate top takeaways below). Issues of recruitment are often linked to organisational culture, training and development and HR policies and procedures.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

SEPTEMBER 29, 2023

Updates are provided by Richard Chaplin, Jon Geldart and John Rowland together with the chairs of the Forum’s specialist groups: Management Teams Together; Finance & Operations; Strategy & Marketing; People, Performance & Culture. A guest speaker is usually invited. or Claire Mitchell claire.mitchell@pmint.co.uk

Meetings 130

Meetings Government Management Finance 130

Red Star Kim

MARCH 24, 2023

It was a full house at the March workshop on “Practical and Professional Skills for Marketing and Business Development (M&BD) Assistants” although almost all delegates were from law firms across the UK. Roles, satisfaction and aspirations of Marketing and Business Development (M&BD) Assistants.

Marketing 130

Marketing Digitalization Communication Media 130

Red Star Kim

JULY 13, 2023

Thanks to the Managing Partners’ Forum Strategy Summit at haysmacintyre earlier this week.

Management 130

Management Remote Working Acquisition Finance 130

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Strategy 8.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

NOVEMBER 24, 2023

She has a rare skill translating decades of business school insight into powerful, pragmatic tools driving organizational and individual change. it was a relief to realise this is a worry for us all) Develop external relationships? She provided tools to focus on our passions, things that energise and skills we want to learn.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. 22% pitches and tenders.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

AUGUST 11, 2022

The standard describes the knowledge, established norms, processes, tasks and skills necessary for change management practitioners. The ACMP recognises that it will continue to evolve with the realities of digital transformation, agile development, harnessing of data science, personalization and other disruptive forces.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Build personal brand We did some exercises on identifying words that encapsulate our personal branding.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

FEBRUARY 22, 2024

Questioning skills). This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important? Questioning skills) (kimtasso.com) Who was Socrates? Socrates (470 – 399 BC) was a Greek philosopher – known for his integrity and skill in conversation, teaching and argument.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Red Star Kim

JANUARY 16, 2023

The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). 43% Lack of skills and talent. The importance of the lack of skills and talent – whether in candidates or existing staff – is an interesting observation. Develop people’s commerciality.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. One delegate mentioned taking time out to consider ROI to develop future projects. Check strategy. Prepare plans.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. Assessing the myriad of strategies and ideas is another task. Time is precious.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Mike Kunkle

MARCH 31, 2023

Sales Competencies Sales competencies, on the other hand, refer to the specific knowledge, skills, mindsets, and behaviors that are necessary for success in a sales role. A competency model is a documented collection of that knowledge, skills, behaviors, traits, and mindsets. I can’t tell you how many times I see confusion about that.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

SEPTEMBER 8, 2023

As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. This supports career development by broadening knowledge, facilitating collaboration and becoming T-shaped. We noted that these shaped many of our sector-based strategies.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). We also talked about having a core team to ensure strategy and action and a wider team with whom to share insights, work and results.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

SEPTEMBER 14, 2023

It received such a warm and enthusiastic response that it was suggested we consider a series highlighting the giants of professional services marketing and business development. His final role was Head of Strategy working for Lord Sharman before, during and after the mega-merger that created KPMG.

Management 130

Management Leadership Innovation Government 130

Red Star Kim

NOVEMBER 18, 2022

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. Implement strategy. Whereas previous conference speakers focused on strategy development, Zoe Bailey of Withers & Rogers talked confidently through her pragmatic and elegant approach to strategy implementation.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? What are the top skills companies are looking for and how do you get good at them? LinkedIn recently revealed the most promising jobs and in-demand skills and three customer relationship focused roles made the Top 10 #3. Develop, communicate and execute your plans.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Brooks Group

JANUARY 24, 2024

Sales leaders using these approaches have developed resilient, capable sales professionals who can sell effectively and efficiently regardless of market conditions. 6 Sales Strategies of Successful Sales Teams Adopt these six sales strategies to improve sales performance and achieve revenue goals this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Red Star Kim

FEBRUARY 1, 2024

The panel discussion that followed commented on: huge pockets of difference in sentiment, lots of unknowns across the board, the need for martech to be used beyond the MBD team, the need for everyone to skill up and the need for a cross-functional approach to AI during the ideation and experimentation phases.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Mike Kunkle

OCTOBER 8, 2023

This isn’t a one-size-fits-all approach; it’s a tailored strategy that understands and addresses the unique needs and challenges of each component, optimizing their performance towards a common goal. This department is crucial for developing and overseeing a company’s product portfolio.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

MARCH 6, 2023

Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). It could act as a metaphor so we could summarise the strategy process as follows: Analyse the dots – Where are we now? What drives our economic engine?

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Red Star Kim

AUGUST 30, 2022

Marketing Continuing Professional Development (CPD) – The power of reflection? And to balance the topics for reflective statements around the CIM’s Professional Marketing Competencies | CIM so I couldn’t focus all of my CPD on just, for example, strategy: Core capabilities. Book review: B2B Marketing strategy (kimtasso.com).

Marketing 130

Marketing Digitalization Insurance Communication 130

KAM With Passion

JUNE 20, 2021

In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles. In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Brooks Group

MARCH 25, 2024

Proven Strategies for Sales Results In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth. The program teaches probing questioning skills to deeply understand customers’ needs and challenges up-front. Only 69% of underperforming teams follow their sales process.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Red Star Kim

FEBRUARY 9, 2023

At the end of January, I enjoyed meeting delegates (at the Novotel at Tower Hill) on the MBL “Developing more work from referrers and intermediaries” workshop. Targets and targeting of referrer management activities Some firms already had plans for how they intended to develop more work from their referrers and intermediaries.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Brooks Group

MARCH 21, 2024

14% of underperforming teams) use the most effective strategy (needs/wants-based approach). By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Peter Simoons

APRIL 21, 2024

Many companies include alliances & partnerships as a critical pillar in their overall strategy to achieve their growth ambition. In the pharmaceutical and biotech industries 70% of the industry’s revenue comes from joint developments with partners.

Value Proposition 52

Value Proposition Leadership Marketing Management 52

The Center for Sales Strategy

AUGUST 1, 2023

In this episode, we’re taking a good look at the Development section of the latest Talent Magazine from The Center for Sales Strategy. Here to help Matt determine the best ways to go about developing your people are Stephanie Downs and Kelly George.

Management 96

Management Sales 96

Brooks Group

APRIL 9, 2024

But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Offer Comprehensive Sales Training Develop sales training programs that cover the unique challenges and dynamics of selling to a committee. Here are essential initiatives to train and coach sales teams effectively.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. If prospects feel their time is being wasted or that the salesperson does not understand their needs, they may develop negative perceptions of the company, making it more difficult to establish trust and rapport in future interactions.

Prioritization 80

Prioritization Sales Training Sales Construction 80