Red Star Kim

NOVEMBER 18, 2022

This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. Alan Gotto, chair of Consultancy Procurement Council. Firms were urged to go back to basics in terms of managing client expectations.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. An HBR article offered a similar matrix with costs to serve vs willingness-to-pay.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Deep Insight

NOVEMBER 29, 2021

This blog is a shortened version of an article entitled The CX Factor which originally appeared in the October 2021 edition of Modern Lawyer , published by Globe Law and Business. There’s a lot of talk at law firms about client relationships. But for many clients these can still seem hollow words based on one-way relationships.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Account Management Skills

JANUARY 29, 2024

The account manager’s job is to keep and grow client relationships. Pricing based on number of hours spent has been the mainstay for agencies for decades but this is coming to an end – with procurement now looking closely at how agencies are adopting time saving AI tools to make the job quicker!

Account Management 40

Account Management Profitability Account Growth Procurement 40

Insightly

NOVEMBER 1, 2022

Increase customer lifetime value (CLV): CRM models can help you increase CLV across every client relationship. The support stage entails: Leadership and culture: It’s important that you have strong leadership in place, with a well-defined and people-centric company culture that’s easy to reinforce. .

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Account Management Skills

FEBRUARY 20, 2023

But we are forming a dedicated programme, that will officially launch with a dedicated landing page on our website that says everything that we do for our clients and gives them a lot of value outside of just the actual delivery. A lot of the content we do is thought leadership based. I do not think that will ever truly happen.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52