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. Books on pricing?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

JANUARY 5, 2023

There are many reasons why referrer management strategies are important for the marketing and business development of professional service firms. Research indicates that most firms generate 80% of their fees and profits from 20% of their clients. CRM systems used : Hubspot, Clio, LawWare, Integrated with finance system.

Management 130

Management Media Key Account Management Communication 130

QYMATIX

MAY 25, 2021

Of course, not every B2B organisation employs a sales controller, but yes, most of them should have sales controlling activities covered, in some cases by the general management, finance management or the sales manager herself. Machine learning application example: how do Sales Controllers profit from it?

Artificial Intelligence 98

Artificial Intelligence B2B e-Learning Sales 98

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Stakeholders influence can be both positive or negative on project sign off, commercial profitability, resource access and long-term relationship success.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130