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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. It stopped using the OnePlace name in February 2023.

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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

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

Red Star Kim

As well as considering the grading of clients and referrers for the firm or particular teams there was recognition of the value of guiding each fee-earner to focus on: Critical clients, prospects and referrers (around 10) Key relationships (around 150 – see Dunbar’s Law in Client relationship management (CRM) – how many close social (kimtasso.com) (..)

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What Are the Different Levels of Account Based Marketing?

LinkedFusion

With the use of this method, sales, marketing, and management may be able to cross-sell and upsell to these customers more successfully. Strategic ABM comprises the creation of incredibly targeted account marketing strategies for a small group of high-value accounts—typically one to five.

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Referrer Management – Capacity and Capability

Red Star Kim

And to know when to cut their losses and move onto other potential referrer relationships. Working as part of a team helps people develop their relationship competencies which they can then transfer to client relationships.

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

Red Star Kim

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. This article was published in the latest edition of PM Forum Magazine. The event took place on September 29 th 2022.

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

Red Star Kim

There is a wide spectrum of engagement across the firm What can I do to motivate fee-earners and Client Relationship Partners (CRPs) to communicate better with the M&BD to ensure we are providing clients with the best service?

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