Red Star Kim

SEPTEMBER 26, 2023

Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. Other firms will have these roles integrated. They learn about their markets and clients, help formulate strategy and develop plans.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

SEPTEMBER 8, 2023

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 development executives and managers there were also those in specialist pricing and bid roles.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

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. Leaders of these business function have also been steadily building their internal capabilities and bench strength.

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

SEPTEMBER 29, 2023

Professional Services Sector trends Richard Chaplin reported on the highlights of the Summer 2023 Quarterly Sector Trends Tracker of CEOs and C-Suite members at mainly mid-sized firms which has been running for 12 years. Until recently, the Forum was a full member of the Government’s Professional & Business Services Council.

Meetings 130

Meetings Government Management Finance 130

Red Star Kim

JANUARY 16, 2023

Law firm panel members Tom Newman-Young, CMO of Moore Barlow and Deborah Fleming, M&BD Director at Walker Morris discussed their views after the presentation. The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF).

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There are other ways to differentiate such as through innovation, relationship and service excellence, new product and service development and new delivery platforms.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. Describe what is involved in campaign development and the sequence of events.

Leadership 130

Leadership Management Stakeholders Communication 130

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). Sometimes we can see how the joined dots in other industries can help us join dots in our own. We join our internal dots.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 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. Everyone is so busy. across the firm.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Strategic Account Management Association

APRIL 5, 2021

I wouldn’t have believed this insane disconnect if the study had not been conducted by one of the top independent research firms in the business. “So CXOs find/found that many sales reps know their industries and/or companies well, but they lacked the “X” factor. “So Excellent question! Here are my personal guidelines.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Red Star Kim

MAY 11, 2023

It’s interesting to see how brand management has developed. Brands in professional services Branding is a big topic for professional services firms (PSF). When a company creates a strong brand it attracts customer preference and builds a defensive wall against competition” ( Peter Doyle , Warwick Business School).

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

AUGUST 18, 2022

The Great Resignation arrived somewhat early in the marketing and business development (M&BD) teams of professional services firms (PSF) after Covid. Firms ramped up to seize the opportunities as they entered what many thought would be a period of growth. Marketing or Business Development or both ?

Marketing 130

Marketing Digitalization Investors B2C 130

Red Star Kim

DECEMBER 22, 2022

Many were attached to specific practice groups and some had firm-wide roles. Cost-of-living crisis (Inflation, interest rates and recession) – less business investment. Business facing stagflation (high costs and low demand). Law Society Research Report – Future Worlds 2050 (kimtasso.com). High food and fuel prices.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

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. Proactive marketing and business development executives – CRM, internal engagement and career insights. It was on budget day so those from accountancy and tax practices had a lot going on.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

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!). Do you feel there is a lot of crossover between them?”

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. To complicate matters, the structure of many firms means people operate in silos. What can I tell people about my services?) Share the success story.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

AUGUST 1, 2023

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?”. A company goes to an external agency (or its internal marketing team) for help to develop more business.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

OCTOBER 24, 2022

There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. Numerous B2B (and B2C) sales processes were considered – from proprietary sales frameworks to firm-specific processes.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

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

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. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

NOVEMBER 8, 2022

So, it seemed appropriate to revisit the topic in the light of recent developments – the return to office working, the accelerating digital revolution, the escalating war for talent and the myriad other challenges facing the profession – all of which place huge demands on leaders. New soft skills for remote working. Soft skills in the news.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Red Star Kim

MARCH 22, 2023

I’ve read many books on professional relationships – and I’ve even written one myself (see Better Business Relationships book by Kim Tasso (Bloomsbury) ). Relationship strategies I smiled as I saw the author’s strategic/partnership and relational approaches to developing new connections.

Leadership 130

Leadership Media Client Relationships Innovation 130

PandaDoc

APRIL 17, 2024

Strategies and use cases To generate the same income, the cloud storage business must aim for a higher sales volume. Of course, there are companies that exist within the same industry but have different ACV goals. It is important to understand the ACV that your business model requires, though.

Sales 52

Sales Internet Profitability CRM 52

Red Star Kim

JULY 22, 2022

It is subtitled “The mindsets and methods of businesses that dominate their sectors online”. It isn’t specifically designed for professional service firms though. There’s the life story of the author at the outset, showing how he tested and tweaked different approaches for music industry promotion.

Digitalization 130

Digitalization Marketing Construction Publishing 130

Red Star Kim

JANUARY 23, 2023

If your review suggests you need to develop your soft skills, it can be an uncomfortable prospect for a tough barrister as it involves more than knowledge-acquisition. Will I commit to change – regardless of how busy I become? The seasonal break allows time to step back and reflect on what you’ve achieved and where you’re heading.

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Hubspot Sales

DECEMBER 13, 2019

It’s no secret that the healthcare industry is complex. In fact, it can derail a healthcare company almost immediately and put them out of business. Although becoming a healthcare consultant takes years of education, time, and skill development, it’s a position that’s crucial to the success of healthcare organizations across the globe.

Healthcare 65

Healthcare Government Insurance Decision-making 65

PandaDoc

APRIL 3, 2023

Improve team communication skills Sales teams and managers can develop and learn from great sales training and improve everyone’s ability to think on their feet and improve decision-making skills. See what’s working and what’s not, and develop a more meaningful and productive relationship with your team.

Sales Training 98

Sales Training Management e-Learning Construction 98

PandaDoc

MARCH 9, 2024

In fact, 72% of business leaders believe a workplace’s productivity levels increase due to effective communication. Besides that, couldn’t been more proud but nominated AND recognized by Lattice for “ disrupting the performance management space in the industry, segment, or region ” together with other great SaaS companies. user/month.

Co-Creation 52

Co-Creation Communication Meetings Onboarding 52

PandaDoc

APRIL 25, 2023

Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. Without further delay, let’s take a look at how you can create an effective sales plan for your business. Need a business plan template?

Sales 52

Sales Government Business Planning CRM 52

Hubspot Sales

SEPTEMBER 18, 2023

These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role. Broadly speaking, any industry change can be considered a trigger event and indicate a channel for making a sale. Industry Newsletters : Keeping up with industry news can really pay off.

Media 104

Media Investors Insurance Leadership 104

Deep Insight

NOVEMBER 29, 2021

This blog is a shortened version of an article entitled The CX Factor which originally appeared in the October 2021 edition of Modern Lawyer , published by Globe Law and Business. There’s a lot of talk at law firms about client relationships. erentiate between one law ?rm From a client perspective, law ?rms

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Hubspot Sales

DECEMBER 12, 2019

Have you ever faced a problem, business-related or otherwise, and needed an objective perspective to help solve it? If you’re passionate about helping others succeed by providing niche expertise that’s been honed by years of education, experience, and skill development, a career consulting may be for you. What is consulting?

Healthcare 108

Healthcare Supply Chain Software Software 108

PandaDoc

APRIL 21, 2023

Their sheer financial volume highlights their importance to your business. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Key accounts deliver huge revenue and profitability compared to other clients in your business portfolio.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

PandaDoc

DECEMBER 19, 2022

In many cases, just initiating the first contact doesn’t deliver any business growth. Developing your ICP isn’t that hard, but it will immediately empower your company to improve the prospecting KPIs and look for more fitting candidates. And poorly managed prospecting lists will result in seller fatigue.

B2B 98

B2B Sales Decision-making Publishing 98

PandaDoc

OCTOBER 3, 2023

In the modern marketplace, leveraging sales software for small businesses can make a world of difference. Small businesses will find many affordable options with flexible pricing plans to boot. Each of these solutions will integrate seamlessly with other essential tools to create a unified ecosystem for your business operations.

Small Business 52

Small Business Software Software Marketing 52

PandaDoc

NOVEMBER 25, 2022

Solution selling implies that the salesperson focuses not on technical characteristics, but on how a product or service will alleviate the customer’s pain or allow them to exploit an opportunity: This software development kit will allow you to save up to 50% of development time and decrease the amount of money you risk. Conclusion.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

PandaDoc

OCTOBER 3, 2023

Developing an AI strategy should involve identifying pain points, setting goals, assessing infrastructure, calculating ROI, researching solutions, piloting tools, training staff, and tracking performance. Set goals for AI adoption aligned with business objectives Define specific, measurable outcomes you aim to achieve with AI.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52