2022, Communication, Key Account Management and Profitability

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

Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. How should firms identify their strategic accounts? Why do law firms needs SAM?

Key Account Management

Key Account Management Account Management Management Client Relationships

B2B Book Club Selection (November 2022)

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for November 2022. With case studies, micro strategies, and example language, readers will learn communication skills that can be practiced and implemented immediately.

B2B

B2B Key Account Management Account Management Decision-making

B2B Book Club Selection (July 2022)

Account Manager Tips

JULY 5, 2022

B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. We read the winner and each week a summary and companion podcast explore the key themes and big ideas. Account Manager Tips · 1.

B2B

B2B Key Account Management Healthcare Account Management

Selling challenges in professional services: Sales processes and skills

Red Star Kim

NOVEMBER 1, 2023

Digital environment – Where people buy people, the challenge of forging strong personal relationships becomes more acute when most communications are managed through digital channels. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management

Key Account Management Account Management Value Proposition Client Relationships

The Wild West, Cher and Covid – Reflections from a Referrer Management workshop (June 2022)

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. Referrals – The role of internal communications (kimtasso.com).

Management

Management Key Account Management Digitalization Communication

Referrer Management – Capacity and Capability

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. Some looked to LinkedIn’s Sales Navigator to drive data and process.

Management

Management Emotional Intelligence Onboarding Communication

Context and curiosity drive commerciality and pricing

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. Differential pricing is rarely discussed in professional services although it is often implicit in key account management. So marketing is reliant on research and financial knowledge.

Procurement

Procurement Value Proposition Finance Artificial Intelligence

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

Red Star Kim

DECEMBER 5, 2023

Four themes in the art of selling – Integrating marketing and sales (kimtasso.com) A creative exercise on engagement generated some interesting metaphors – for example, a brick wall suggesting a lack of communication, a carrot considering motivation and a Leonardo di Caprio shrug suggesting indifference.

CRM

CRM Marketing Interpersonal Skills Client Relationships

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

Red Star Kim

APRIL 17, 2023

There were also variations on factors such as financial (it’s easy to measure revenue and profit) and others such as market positioning, longevity, reliability/security and prestige. Half the delegates had a KAM (Key Account Management) programme at their firm.

Management

Management Manufacturing Client Relationships Facilitation

Nine insights: Sales processes and selling skills for targeting and meetings

Red Star Kim

OCTOBER 24, 2022

Cross-selling and referrer management – Expectations, Data and Focus (kimtasso.com). Referrals – The role of internal communications (kimtasso.com). Referrer Management workshop (June 2022) (kimtasso.com). Referrer Management and Cross-Selling Insights (March 2021) (kimtasso.com). 100% Revenue and Profit.

Meetings

Meetings Value Proposition Key Account Management Account Management

Wholesale as a Success Factor: Modern Customer Relationship Management

QYMATIX

MARCH 26, 2024

A well-implemented CRM system can help companies build long-term, profitable customer relationships and provide intensive customer care. It can also enhance customer satisfaction by enabling personalized communications and handling customer inquiries quickly and effectively. Such software supports profitable growth.

Management

Management Artificial Intelligence CRM Software

How to Resize and Retool Your Sales Force

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. This is a post I never wanted to write.

Sales

Sales Decision-making Virtual Selling Remote Working

Wholesale as a Success Factor: Modern Customer Relationship Management

QYMATIX

MARCH 26, 2024

A well-implemented CRM system can help companies build long-term, profitable customer relationships and provide intensive customer care. It can also enhance customer satisfaction by enabling personalized communications and handling customer inquiries quickly and effectively. Such software supports profitable growth.

Management

Management Artificial Intelligence CRM Software

Cultivate a cross-selling culture

Red Star Kim

MARCH 16, 2023

While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture. This included improving internal communication and collaboration as well as motivation to devote time to internal and external referrals: cultivate a cross-selling culture.

Key Account Management

Key Account Management Onboarding Communication e-Learning

Referrer Management Strategies – Rationale and Challenges

Red Star Kim

JANUARY 5, 2023

While there are many proven and successful digital marketing strategies and communications strategies when it comes to reaching clients directly – the strategies for forging and developing relationships with third party referrers and intermediaries can be more challenging. Do you have a Key Account Management (KAM) programme at your firm?

Management

Management Media Key Account Management Communication

Book review: Neuroscience for learning and development by Stella Collins

Red Star Kim

SEPTEMBER 5, 2023

For any type of learning you connect neurons and change the way they communicate Brains consume about 30% of your body’s energy resources whilst being less than 20% of your body weight Dark chocolate can boost serotonin levels Your memory doesn’t get worse as you get older.

Facilitation

Facilitation e-Learning Emotional Intelligence Key Account Management

What Is the LAMP Process? How Do You Manage Large Accounts?

SmartKarrot

NOVEMBER 29, 2022

Now, when setting goals, it is important that priority has to be given to the goals that are most profitable to the account. These decisions should also be made using the account data, and the most valuable, meaningful ones should be made. Most of the core concepts discussed in the book are still relevant in 2022.

Management

Management Account Management Key Account Management Profitability

Strategic Accounts Today

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

B2B Book Club Selection (November 2022)

Trending Sources

B2B Book Club Selection (July 2022)

Selling challenges in professional services: Sales processes and skills

The Wild West, Cher and Covid – Reflections from a Referrer Management workshop (June 2022)

Referrer Management – Capacity and Capability

Context and curiosity drive commerciality and pricing

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

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

Nine insights: Sales processes and selling skills for targeting and meetings

Wholesale as a Success Factor: Modern Customer Relationship Management

How to Resize and Retool Your Sales Force

Wholesale as a Success Factor: Modern Customer Relationship Management

Cultivate a cross-selling culture

Referrer Management Strategies – Rationale and Challenges

Book review: Neuroscience for learning and development by Stella Collins

What Is the LAMP Process? How Do You Manage Large Accounts?

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