Remove 2021 Remove Account marketing Remove Client Relationships Remove Key Account Management
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Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Red Star Kim

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.

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Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

Red Star Kim

Half the delegates had a KAM (Key Account Management) programme at their firm. Social media was used by all firms but to varying degrees – there was less activity in sharing joint content and endorsements/recommendations than other methods.

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Proactive marketing and business development executives – CRM, internal engagement and career insights

Red Star Kim

Dealing with resistance to change (kimtasso.com) Look beyond marketing communications – Many of the delegates’ roles focused on marketing communications and some were keen to understand the broader business development activities. “It

CRM 130
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Referrer Management – Capacity and Capability

Red Star Kim

There was advice for pragmatic solutions: from starting small (focus on a few key relationships, concentrate on “field of play”, Key Account Management (KAM) programmes), preparing relationship maps, scraping data from email threads and reverse engineering successful relationships.