Red Star Kim
NOVEMBER 17, 2023
Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. I scour publications and awards to pick up as many as I can.
Red Star Kim
JUNE 27, 2023
At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. Achieve early sense-checking and promote bold and innovative thinking.
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Red Star Kim
MARCH 7, 2023
A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed. There were conversations about overwhelmed marketing/BD managers, overwhelmed M&BD teams and overwhelmed fee-earners.
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. How should firms identify their strategic accounts?
Cosawi
JANUARY 29, 2024
In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.
Upland
SEPTEMBER 21, 2023
Third, winning sales teams (like those highlighted in the book) have unparalleled deal execution and management. But rather than replace marketing teams, it is going to augment their workloads.” They ask themselves, “is there truly an opportunity here? Can we compete and win that deal? It’s unclear how companies will bring on AI.
Upland
SEPTEMBER 21, 2023
Third, winning sales teams (like those highlighted in the book) have unparalleled deal execution and management. But rather than replace marketing teams, it is going to augment their workloads.” They ask themselves, “is there truly an opportunity here? Can we compete and win that deal? It’s unclear how companies will bring on AI.
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