Account marketing, Acquisition and Client Relationships

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

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. Can also look at companies in a particular sector (e.g.

Key Account Management

Key Account Management Account Management Management Client Relationships

The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media

Red Star Kim

APRIL 12, 2023

Traditional marketing models (e.g. RACE by Dave Chaffey) focus on customer acquisition (Reach, Act, Convert, Engage). For example: Any thoughts on some useful language/techniques to motivate BD-shy fee-earners to commit more time/energy to BD exercises?

Media

Media Marketing B2C Stakeholders

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

Red Star Kim

NOVEMBER 18, 2022

With introductory neuroscience lessons (“sensing, meaning, action”) and illustrations of cognitive bias, there was a fantastic example showing how a role play story was used instead of a pitch to win an acquisitive media client using an inciting incident and escalation.

Value Proposition

Value Proposition Procurement Innovation Leadership

Strategic Accounts Today

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

The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

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