Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Key processes Data is needed to drive key processes supporting referrer management. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 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. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. How should firms identify their strategic accounts?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

APRIL 12, 2023

It’s great that people have a vested interest but it can be hard to manage and get a final sign off”. However, the digital revolution reduced the distinction between B2C (Business to Consumer) and B2B marketing with increasing use of digital marketing throughout the professional services client journey.

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. Geographical and psychological distance can seem larger when in a digital space. Ideas to enhance engagement To reduce “us and them” (fee earners and marketing) feelings we can try to invoke a sense of ingroup and a shared social identity.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

DECEMBER 18, 2023

Integrating marketing and sales strategies There were several occasions where the need for better integration between marketing (driven by campaigns from the marketing and digital marketing teams) and selling (supported by business developers but often led by fee-earners) was mentioned.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

DECEMBER 2, 2022

Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. So we must take responsibility for managing our workloads – and asking for help with prioritising if necessary. Managing big data and analytics.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

NOVEMBER 17, 2023

Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. Prior to 2019 there were no marketing analytics in place.

Marketing 130

Marketing Key Account Management Innovation Account Management 130