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. It stopped using the OnePlace name in February 2023.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

OCTOBER 16, 2023

Others observed that too often there was a transactional rather than a relationship focus on the data. And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Some people will believe that they are experts at selling.

Management 130

Management Emotional Intelligence Onboarding Communication 130

LinkedFusion

AUGUST 27, 2023

While many organizations think account-based marketing is very expensive and not scalable, that is not true. The three-tiered approach for ABM targeting enables the organization to make lead generation and conversion more feasible. The post What Are the Different Levels of Account Based Marketing?

Marketing 52

Marketing B2B Client Relationships Organization 52

Red Star Kim

APRIL 12, 2023

Another aspect of the culture shock is that in professional services we refer to clients rather than customers. 🏇💰 (lasso them in, making them listen with a good incentive like money) How can we get fee-earners to ‘buy in’?

Media 130

Media Marketing B2C Stakeholders 130