Red Star Kim

NOVEMBER 1, 2023

Protectionism – Some fee-earners could be insecure and defensive about sharing client information and relationships. The culture and rewards systems sometimes worked against integrated client teams. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

JUNE 15, 2023

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. The OnePlace legal client relationship management system was acquired by InTapp in 2019. OnePlace/Intapp Another delegate mentioned he liked using this system.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

NOVEMBER 2, 2023

Importance of collaboration for cross-selling Only 29% of non-Activators frequently introduce clients to other colleagues in their firms (Cross-selling) —compared with 73% for Activators, who sell the collective “we” of their firms rather than just the “me” of their personal expertise. The firm has grown from $800 million to $1.8

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130