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 130

Key Account Management Account Management Management Client Relationships 130

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

FEBRUARY 8, 2024

Connected leadership – How professional relationships (kimtasso.com) Competitors – Analyse who your major competitors are advising and adapt their targeting methods (I’m a little uncomfortable with the current trend to use LinkedIn to review your competitors’ contacts and target them yourself!) There are many articles on both of these topics.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

AUGUST 10, 2021

. * Amplifinity, The State of Business Customer Referral Programs, 2016 B2C companies may have formal referral programs designed by the marketing team. But, for B2B companies, it falls to the sales team or the key account management team to ask. Don't say "OK" when your client says, "I don't give referrals."

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240