2013, Client Relationships, Decision-making and Key Account Management

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2013

Client Relationships

Decision-making

Key Account Management

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

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. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates.

Key Account Management

Key Account Management Account Management Management Client Relationships

Selling challenges in professional services: Sales processes and skills

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

Key Account Management Account Management Value Proposition Client Relationships

Strategic Accounts Today

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Selling challenges in professional services: Sales processes and skills

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