Account marketing, Innovation and Marketing

Case studies: Marketing and Business Development at law and accounting firms

Red Star Kim

NOVEMBER 17, 2023

At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. Some competitors enjoyed 2.5

Marketing

Marketing Key Account Management Innovation Account Management

The Power of Account-Based Marketing: A Thales Case Study

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.

Value Proposition

Value Proposition Co-Creation Marketing Account marketing

Best Practices for SaaS Companies and Vendors with Nigel Cullington of Upland Software

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. And, finally, Nigel highlights the rise of the revenue team. It’s unclear how companies will bring on AI.

Software

Software Software Account Planning Account marketing

Coaching and Consulting skills – Limiting beliefs, approaches to helping and marketing consultancy

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. highcaliberbranding.com) Why are you hiring a marketing consultant?

Emotional Intelligence

Emotional Intelligence Marketing Stakeholders Communication

Future Marketing/BD Manager – Build resilience to avoid being overwhelmed

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.

Marketing

Marketing Management Emotional Intelligence Leadership

Account Planning Best Practices with Nigel Cullington’s Expertise

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. And, finally, Nigel highlights the rise of the revenue team. It’s unclear how companies will bring on AI.

Account Planning

Account Planning Account marketing Innovation Marketing

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

Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. It was on budget day so those from accountancy and tax practices had a lot going on. Proactive marketing and business development executives – CRM, internal engagement and career insights.

CRM

CRM Marketing Interpersonal Skills Client Relationships

Crack the Consulting Code: Top 10 Digital Transformation Frameworks

Flevy

MARCH 20, 2024

Innovation and Competitive Advantage : Early adoption and effective use of cutting-edge technologies like ChatGPT can provide organizations with a competitive edge in their industry, driving innovation and attracting customers.

Digital Transformation

Digital Transformation Digitalization Artificial Intelligence Government

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

Red Star Kim

NOVEMBER 18, 2022

Their use of the Rooney vs. Vardy case (Wagatha Christie) when commenting on the relationship between HR and marketing raised some eyebrows. Sam Taylor of Kingsley Napley and Simon Marshall of TBD Marketing ran a session on how (not) to deploy marketing technology. Innovate client experience. www.kimtasso.com.

Value Proposition

Value Proposition Procurement Innovation Leadership

Be more strategic – A metaphor: Analyse, join and align the dots

Red Star Kim

MARCH 6, 2023

Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). Many use a situational analysis or marketing audit. And we analyse the analytics from our digital marketing performance.

Strategic Thinking

Strategic Thinking Cybersecurity Digitalization Stakeholders

Campaigns, thought leadership and project management – Early engagement, scoping and risk management

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.

Leadership

Leadership Management Stakeholders Communication

Legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility)

Red Star Kim

NOVEMBER 7, 2022

I keep an eye out for examples of great marketing campaigns by professional service firms as I use case studies in my training workshops. So here’s a legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility). Relationship breakdown and the workplace.

Leadership

Leadership Marketing Financial Services Construction

Implementing Account-Based Selling in Your Sales Process

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. A strategy that has gained significant traction in recent years is Account-Based Selling (ABS).

Advertising

Advertising Sales CRM Media

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

Red Star Kim

JUNE 15, 2023

IBISWorld – Industry Market Research, Reports, & Statistics Mintel – UK Sector and industry consumer reports from £1500 UK Archives | Mintel Store Nexis – Licensed news and media information, company data, regulatory and legal information, and market & industry reports.

Key Account Management

Key Account Management Account Management Management Client Relationships

Key takeaways from SAMA’s Annual Conference

Arpedio

MAY 30, 2022

Here’s what you need to be aware of right now if you are operating within Strategic Account Management and Account Based Selling : SAMA Conference Attendee Takeaways. McKinsey (see graphic below) investigated thirty go-to-market channels (e.g., Takeaway #1 - SAMs are “Journey Orchestrators”. Takeaway #2 - We are Storytellers.

Digital Transformation

Digital Transformation Account Management B2B Advertising

The 21 Best Business Strategy Blogs

CMOE

MARCH 6, 2023

strategy + business (s+b) Whether it be topics centered around operations, marketing, or human capital, strategy + business aims to “illuminate the complex choices that leaders face….and From topics ranging from diversity to innovation to analytics, the blog offers invaluable and actionable insights leaders can benefit from.

Finance

Finance e-Learning Innovation Leadership

Strategic Accounts Today

Case studies: Marketing and Business Development at law and accounting firms

The Power of Account-Based Marketing: A Thales Case Study

Best Practices for SaaS Companies and Vendors with Nigel Cullington of Upland Software

Coaching and Consulting skills – Limiting beliefs, approaches to helping and marketing consultancy

Future Marketing/BD Manager – Build resilience to avoid being overwhelmed

Account Planning Best Practices with Nigel Cullington’s Expertise

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

Crack the Consulting Code: Top 10 Digital Transformation Frameworks

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

Be more strategic – A metaphor: Analyse, join and align the dots

Campaigns, thought leadership and project management – Early engagement, scoping and risk management

Legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility)

Implementing Account-Based Selling in Your Sales Process

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

Key takeaways from SAMA’s Annual Conference

The 21 Best Business Strategy Blogs

Stay Connected