Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 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!).

Media 130

Media Marketing B2C Stakeholders 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. Why do you need a business plan? Set SMART goals.

Management 130

Management Emotional Intelligence Onboarding Communication 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. This article focuses on the key themes that arose and contributes to the learning resources for delegates. Business Development in the Wild West? Business Development in the Wild West?

Management 130

Management Key Account Management Digitalization 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). Or we might have different sized dot on a portfolio analysis of our services/products. We join our internal dots.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 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. Thanks to all the delegates for their enthusiastic participation and for the support of Morag Campbell. Release time to become a more proactive Marketing and Business Development Executive.

Marketing 130

Marketing Communication Meetings Strategic Thinking 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”. This article summarises the delegates’ key pitching insights – Qualification, Branding and Following up. Qualification.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Red Star Kim

SEPTEMBER 26, 2023

Senior law and accountancy leaders attended a masterclass workshop in London last week. The session looked at how to ease personal transitions (individual change) whilst driving organisational change (primarily through cultural transformation). Nurture a change management movement – From “Let it go” to “Let it grow”.

Management 113

Management Co-Creation Communication Leadership 113

CMOE

OCTOBER 24, 2022

While supervisors are responsible for administering and overseeing the day-to-day tasks of team members, managers generally embody a more strategic role by helping teams and businesses establish and pursue critical business goals and execute strategic initiatives. The terms supervisor and manager are often used interchangeably.

Interpersonal Skills 52

Interpersonal Skills Management Strategic Thinking Leadership 52

Red Star Kim

NOVEMBER 18, 2022

He advised delegates to focus on three key takeaways bearing in mind 4Rs: Recognition, Reputation, Relationships and Revenue. This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. Implement strategy.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Zendesk

MAY 19, 2022

Customer accounts, also called customer profiles, are created the first time a customer buys a product or service from your business. These accounts contain important information about the customer, including purchases, interactions, contact information, and preferences. Business-to-business (B2B).

B2C 98

B2C Sales CRM Profitability 98

Apptivo

JULY 28, 2023

Why does your business need an ERMS? Let’s take a look at ERMS and see how it can help businesses overcome email congestion, improve response times, and cultivate unwavering customer happiness. An Email Response Management System (ERMS) is a useful tool for businesses to manage and organize their email communications.

Management 52

Management Prioritization CRM Software 52

CMOE

JULY 27, 2022

E-learning is cost-effective for organizations. While it may be easy to find digital or e-learning products on the market, it is important that you find the right solution—one that will drive maximum value for individual contributors, teams, leaders, and the organization as a whole. Applied Strategic Thinking®. Empathic Leadership.

e-Learning 52

e-Learning Strategic Thinking Digitalization Leadership 52

Red Star Kim

APRIL 24, 2023

There have been many requests recently for inhouse training on telephone skills to support client service and selling both for fee-earners and support staff. Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Cybersecurity 26

CMOE

JUNE 21, 2021

By displaying impactful verbal and non-verbal communication skills, supervisors can inspire team members to emulate these behaviors and promote team-wide productivity. Delegation : A large part of being a team leader requires delegation. What Are the Key Responsibilities of a Supervisor? What Skills Does a Supervisor Need?

Onboarding 98

Onboarding Leadership Emotional Intelligence Communication 98

Apptivo

JULY 10, 2022

The system must be accountable. The systems and processes are vital for the businesses to work in an effective way. In order to grow and scale your business, systems and processes are essential. If you know your processes well enough, you will know what tools you require to run the business.

Finance 52

Finance Profitability Advertising Decision-making 52

Zendesk

APRIL 18, 2023

Every business wants to understand what makes buyers come and what makes them go. A customer journey map is a visual representation of the various stages a consumer goes through during their relationship with a business. A customer journey map can help businesses get clued in. What is a customer journey map?

Customer Experience 98

Customer Experience Advertising Media Brainstorming 98

Outbound Engine

DECEMBER 4, 2019

It’s always a good time for business owners to think about the most effective small business marketing ideas. Or it could be that business seems to be stagnant. Whether you’ve been in business for 3 months or 30 years, there is always room for improvement. Make Data Cleaning a Routine. What do they do?

Small Business 145

Small Business Marketing B2C Media 145

Hubspot Sales

JUNE 30, 2021

By pairing salespeople with the types of leads they have the experience or acumen to handle most effectively, you can ensure that you're making the most out of your organization's opportunities. Lead distribution can only be so efficient and effective if your leads aren't properly screened for quality. No two sales reps are the same.

Advertising 101

Advertising Publishing Software Software 101

Hubspot Sales

JANUARY 26, 2021

Plenty of businesses fall into similar traps to the one described above. Well, one of the more prominent, effective ways to remedy those issues is known as a kickoff meeting. Here, we'll explore its purpose a little further and review a template that covers all the bases you need to account for when conducting one of your own.

Meetings 125

Meetings Construction Publishing Stakeholders 125

Hubspot Sales

MARCH 15, 2019

Anyone can start a business. Running a successful business, though, is an entirely different story. For example, in the United States roughly 9% of businesses both new and old close each year. Census Bureau, the overall number of business applications began to recover in late 2009 and has been trending up for the past ten years.

Decision-making 145

Decision-making Small Business Digitalization e-Learning 145

OnStrategyHQ

MAY 16, 2021

You may modify your mission, vision, or values over time, but the intent stays unchanged and you will have complete clarity when making critical business decisions that impact your future. Because these three statements are foundational to an effective strategic plan, take the time you and your team need to get them right.

Innovation 98

Innovation Value Proposition Decision-making Leadership 98

CMOE

MARCH 4, 2021

With the nature of the modern workforce, it is natural to assume that people can effectively direct their own efforts and achieve desired results by themselves. Let’s look at eight specific reasons why management is important, and the things managers can do to maximize their management and leadership effectiveness. Build Loyalty.

Management 52

Management Energy and Utilities Innovation Leadership 52

SBI Growth

SEPTEMBER 23, 2012

Centricity (as in Customer-centricity): “We have the best product, so everyone needs to know about its features.” Product- or seller-centricity does not match today’s buyer. They already know about your product and feature set and are almost 60% down the buying path (per the Sales Executive Council). says the Sales rep).

Sales 121

Sales Profitability CRM Marketing 121

Zendesk

AUGUST 24, 2021

And just like a marathon results in big physical and mental gains, enterprise sales results in significant revenue and increased opportunities for your business. It typically has a big business impact, includes a long sales cycle, involves multiple stakeholders, or comes with more technical aspects. What is enterprise sales?

Stakeholders 52

Stakeholders Sales CRM Procurement 52

SmartKarrot

MARCH 24, 2022

Maintain a balanced proactive/reactive relationship with your assigned accounts. Dedicated duties include account monitoring, regular check-ins, and relationship building. Dedicated duties include account monitoring, regular check-ins, and relationship building.

Customer Success 19

Customer Success Government Account Growth Facilitation 19

CMOE

OCTOBER 27, 2020

The Extraordinary Business Book Club. Productivity principles for yourself and your employees. 25 Business-Management Podcasts. The Host: Rory Rowland, a consultant and presenter to businesses across America. Best for: Business leaders, managers. Best for: Business leaders, managers. Coffee with the Greats.

Management 93

Management Leadership Supply Chain Performance Review 93

Zendesk

APRIL 13, 2022

In this piece, we’ll walk you through the world of sales support and offer our top insights on how to increase your productivity by redistributing the workload. In this piece, we’ll walk you through the world of sales support and offer our top insights on how to increase your productivity by redistributing the workload.

Sales 52

Sales Software Software Interpersonal Skills 52

Red Star Kim

FEBRUARY 28, 2023

It is intended to supplement the learning resources for delegates provided on the day – delegate aims, poll results and takeaways are shown below. Recruitment Many delegates reported that a core challenge for their private client team was recruitment. Both to maintain service levels and underpin growth strategies.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 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. A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

AchieveIt

JULY 11, 2023

As teams, we design business and strategic plans to take us forward and improve our current situation. Stakeholders must understand the business and feel involved in the process so they know what they need to facilitate future change. By definition, any plan is a call for change. What Is a Change Management Process?

Management 40

Management Stakeholders Communication Organization 40

SmartKarrot

OCTOBER 27, 2021

Attract, hire, and empower a world-class team that can manage large, complex customer installations, and provide advisory services on revenue operations and intelligence. Drive strong internal collaboration with the Account Management, Product, Services, and Support teams, as the quarterback of the customer experience and solution adoption.

Customer Success 19

Customer Success Stakeholders Client Relationships Account Planning 19

SmartKarrot

JUNE 16, 2022

Role: Customer Success Director Location: Manhattan Beach, CA, US (On-site) Organization: K1 Operations As a Customer Success Director, you will manage and scale a team driving strategic and operational initiatives across all areas of Customer Success (including Professional Services and Support).

Customer Success 15

Customer Success Stakeholders Government Innovation 15

Apptivo

OCTOBER 7, 2022

Plans and strategies are vital for the growth and success of any business. A proper sales plan helps businesses achieve their goals and objectives. What does an effective sales plan do to your business? An effective sales plan. Converts the business plan’s objectives into clear cut sales team goals and targets.

Sales 19

Sales Sales Training Customer Experience CRM 19

Red Star Kim

JANUARY 5, 2023

At the MBL online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles.

Management 130

Management Media Key Account Management Communication 130

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 factors to take into account: Organisational culture (centralised or decentralised?) Expectations of M&BD (reactive service or proactive advisers?)

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

ClearPoint Strategy

MARCH 3, 2021

Their efforts to improve operational efficiency result in: More productive employees. Better products or services. Think about the following as you’re considering your processes and evaluating the need for improvement: Which ones are most crucial to your business? Financial savings. Book a time and we’ll show you!

Software 52

Software Software Brainstorming Government 52