Red Star Kim

AUGUST 14, 2023

Lawyers (compliance, anti-trust, commercial litigation, personal injury) and marketing professionals joined me at a recent MBL workshop on writing. They created their own writing checklist – how to plan, write and review. A key challenge was how to convey complexity in a compelling manner. They engaged in writing exercises.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Red Star Kim

JANUARY 22, 2024

They are organised into sections: The seller mind shift To see To think: Synthesising your sell To think: Communicating your sell To improve Closing the sale Selling skills The author considers the difference between using our innate natural selling skills compared to learned techniques. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

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

NOVEMBER 2, 2023

As rainmakers, they must build awareness of their expertise in the market to generate demand, identify and close new client business, deliver the work, and then renew and expand the relationship over time. The article What Today’s Rainmakers Do Differently (hbr.org) was published in Nov-Dec 2023. And predict it will continue to decline.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

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”. We tackled delegate questions as well as coaching and consulting scenarios along the way. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

MARCH 1, 2024

The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com). Allow time for fee-earners to get to know us and what we do and can deliver.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

OCTOBER 19, 2023

You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations. This is a consultative approach using facts, data, insight and storytelling to build and maintain relationships.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

DECEMBER 18, 2023

The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

JUNE 7, 2023

We considered strategic thinking, business strategy and marketing and business development strategy. And then to consider how marketing and business development could add most value in their achievement. And to keep an eye on the changing competitor landscape and evolving market and client needs.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

NOVEMBER 13, 2023

Private client management and marketing: Business plans, recruitment, assessments and automation. And 90% didn’t have a marketing plan for private client. We spent some time on mission and value statements (looking at examples from other private client teams) – and how they are formed through analysis and discussion with stakeholders.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. However, I still found this book interesting and useful.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

OCTOBER 25, 2023

So here’s a brief system review: CogniClick for instant, personalised research reports using AI. What CogniClick does CogniClick uses artificial intelligence (AI) to drive industry insights research to prompt engagement and produce valuable content for thought leadership (e.g. And we subsequently had a conversation about CogniClick.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Red Star Kim

NOVEMBER 17, 2023

At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. Case studies: Marketing and Business Development at law and accounting firms. Prior to 2019 there were no marketing analytics in place. Some competitors enjoyed 2.5

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Red Star Kim

JULY 11, 2022

Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. The three modules looked at M&BD fundamentals, the journey through the M&BD planning process and how to address planning issues specific to professional service firms. Engage fee-earners in the M&BD planning process.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

AUGUST 7, 2023

Raya Blakeley-Glover, Global Head of Business Development – Markets and Business Relationships, Bird & Bird Amanda Afful, Senior BD Executive, Bird & Bird (Moderator) Employee communications There was a discussion about the importance of internal communication for stakeholder engagement and buy-in.

Communication 130

Communication Management Value Proposition Stakeholders 130

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. I’m delighted that this session received 100% on “Very satisfied” ratings for both the overall rating and quality of the speaker.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Red Star Kim

MARCH 17, 2023

A fellow tutor at Cambridge Marketing College – Neil Wilkins – has completed significant research into marketing in the metaverse. I’ve tried to summarise his key points here: Marketing in the Metaverse – An opportunity for professional services firms? He shared his views at a webinar earlier today. The Metaverse opportunity?

Marketing 130

Marketing Transportation Leadership Digitalization 130

Red Star Kim

JUNE 16, 2022

employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. A key delegate challenge was how to promote the adoption of a client-focused (and referrer-focused) philosophy across the firm. Business Development in the Wild West?

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. These sessions are experiential – with much use of social learning so many insights are generated during group discussions. CRM and Marketing Automation Software for SMBs | Act!

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

JUNE 27, 2023

In the 2023 Annual International Marketing Benchmark – PM Forum and Meridian West (kimtasso.com) client Experience (CX) and thought leadership remained top business development priorities. Good scoping will help everyone realise how much needs to be done. The delegate aims, poll results and key takeaways are shown below.

Leadership 130

Leadership Management Stakeholders Communication 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. How do you measure up? How do you stand out from your peers?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

MAY 16, 2023

Some were new to their roles and professional services marketing. Some felt these skills weren’t taught at university and others wanted help to develop their roles and grow personally. There were also a fair number from Liverpool who were surrounded by the excitement of the Eurovision Song Contest preparations. And Why Should You Care?

Communication 130

Communication Brainstorming Decision-making Marketing 130

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. amongst us. Generate more referrals” is insufficient to drive action. Set SMART goals. Time is precious.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

JANUARY 28, 2024

Leading change We considered how to lead change. And how leadership teams can help or hinder change programmes. And how the prevailing culture may help or hinder the achievement of change. To develop empathy with those going through change programmes, we attempted an exercise using a personal change planning model.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Red Star Kim

OCTOBER 17, 2022

Marketers from law, accountancy, engineering and property firms joined a PM Forum workshop to share ideas on how to improve our writing. Use hooks to capture people’s attention. Video) (kimtasso.com). Digital marketers will tell you that the first two words are the most important. I use short sentences.

Remote Working 130

Remote Working Communication Internet Decision-making 130

Red Star Kim

AUGUST 31, 2023

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 – Moore Kingston Smith, Mazars, Fladgate, Travers Smith, Mills & Reeve. Investment in the global real estate market was nearly $11.5

Marketing 130

Marketing Leadership Government Logistics 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. What stops us being proactive? What does proactive look and feel like? Inbox overload was a major feature.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Hubspot Sales

MARCH 27, 2023

In this post, we'll cover the following: Selling services online How to sell services online There are quite a number of steps involved in selling services online. How to Sell Services Online 1. How much are you going to price your services? Now, e-commerce is booming and here to stay. Or just a limited selection to start?

Media 117

Media e-Learning Onboarding Marketing 117

Red Star Kim

NOVEMBER 9, 2023

The effort made by the author to simplify and be practical means that occasionally the material becomes either too general or hard to see how it might be applied in reality. And the differences when the market is stable or changing dynamically. You use strategy to figure out how to achieve your purpose and ambitions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

NOVEMBER 18, 2022

He opened the day with a show of hands on how we were all feeling about the future. She used planning a holiday in Skiathos as a metaphor – making us all long for sunny days by the sea. Who knew you could learn about strategy implementation by considering how to empty a dishwasher?

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. There was discussion about the systems that can be used to track opportunities and the metrics to review what was being won (see below).

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

JANUARY 16, 2023

On 12 th January Keith Hardie at the PM Forum hosted a presentation by Alastair Beddow of Meridian West on the 11 th Annual International Marketing Benchmark. The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). I’ve added my reflections.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. Integration with marketing. Some fee-earners rely on marketing processes to generate leads and manage the initial stages of lead nurturing. sales processes 2.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!).

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. One of the questions asked was what tools and systems are used by M&BD people to support research into sectors and client organisations. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130