Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. How do you stand out from your peers?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

FEBRUARY 1, 2024

At the end of January, I attended a PM Forum (with Icon and Managing Partners Forum ) webinar where Alastair Beddow | LinkedIn of Meridian West presented the latest international benchmark results. And Gen AI appears to dominate both management and MBD agendas. increase in marketing budget 6. Firms anticipate an average 8.3%

Marketing 130

Marketing Leadership Profitability Digitalization 130

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!). Do you feel there is a lot of crossover between them?”

Media 130

Media Marketing B2C Stakeholders 130

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. 200,000 companies with turnover or shareholder funds over £1.5m

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

DECEMBER 2, 2022

Delegates were from large and medium sized legal, intellectual property, accountancy, actuarial, pension and consultancy firms – from the UK but also from the Channel Islands and Portugal – with some supporting up to 12 jurisdictions. Prepare crisis management plans to anticipate and mitigate risks. What can I do to be more proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

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”. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

MAY 16, 2023

At the PM Forum half day workshop on “Impact, assertiveness and effectiveness” there were delegates from law, intellectual property and accountancy firms. Some felt these skills weren’t taught at university and others wanted help to develop their roles and grow personally.

Communication 130

Communication Brainstorming Decision-making Marketing 130

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. What motivates them? What are their challenges?

Digitalization 147

Digitalization Media Marketing Communication 147

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

Strategic Account Management Association

MARCH 2, 2022

By Gordon Galzerano, Co-Founder and Managing Partner, Timberwilde Consulting Group. We have to manage stress differently, and we all have to be flexible. According to Deloitte , only 6 percent of organizations today feel that their leaders are equipped to lead their diverse, multi-generational workforce effectively.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Although it does provide indepth knowledge of legal services.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Red Star Kim

DECEMBER 5, 2023

It was on budget day so those from accountancy and tax practices had a lot going on. In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. These sessions are experiential – with much use of social learning so many insights are generated during group discussions.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

DECEMBER 22, 2022

At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. Many were attached to specific practice groups and some had firm-wide roles. Move into a more senior and/or strategic role. Adopt a more global role. 24% Accountancy. 6% None.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. Try ARPEDIO's Account-Based Selling Platform!

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Red Star Kim

DECEMBER 19, 2023

So where accidents happen there is an opportunity for personal injury solicitors who manage complex cases. Media coverage was obtained in The Guardian, realbusiness, People Management, CityAM and Changeboard (a global HR community). And to recruit new freelance lawyers early in their careers.

Media 130

Media Insurance Marketing Emotional Intelligence 130

Hubspot Sales

MARCH 16, 2023

Account executives work a fast-paced job that requires talent and discipline. In this post, we'll provide our best account executive interview questions to help you land your next interview — and get closer to that offer letter. General Account Executive Interview Questions Expect the interview to start with simple questions.

Negotiation 96

Negotiation Prioritization Media CRM 96

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. A full-scale methodology implementation is a change management project. That was rebuffed and sat on a shelf.)

Sales 258

Sales Finance Decision-making Profitability 258

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies. 3 Types of KAM-relevant Competencies. KAM-relevant business competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. Consider segmenting by new business development and account base growth, and as sensible, by product line, if that matters in your business.

Sales 188

Sales Prioritization Innovation Leadership 188

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Let's talk!

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships. Let's talk!

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership In this blog post, keynote speaker Bailey Parnell gives us a few snippets of her exciting keynote speech at our upcoming Leadership Horizon event. My keynote at the Leadership Horizon event will delve into the transformative role of generative AI (GenAI) in modern organizations.

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

Red Star Kim

JANUARY 16, 2023

56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. Professional services firms rely on a supply of high-quality candidates in both fee-earning and support roles for growth. Improving/establishing account management.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Red Star Kim

OCTOBER 24, 2022

There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. It captures the steps fee-earners must prepare for and manages expectations about the length of the sales process.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Arpedio

OCTOBER 17, 2023

Account management software tools Account Management Software ← Back to blog Account management software solutions have transformed the way businesses handle their account planning and client interactions. These powerful tools offer a centralized platform that simplifies a wide range of tasks.

Account Management 52

Account Management Software Software Management 52

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. What are our goals?

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. The primary objective of this strategy is to either maintain or expand the profits derived from these key or strategic accounts.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. The Role and Responsibility of a Sales Coach​ 4. Let's talk!

Sales 52

Sales Account Management Stakeholders CRM 52

Hubspot Sales

JUNE 9, 2023

Working as a salesperson makes you accountable for identifying , qualifying , closing , maintaining , and growing new and existing business opportunities. Sales managers can earn a median salary of $127,490. He was a restaurant general manager for 8+ years who transitioned to sales. Start in a hunter sales role.

Sales 105

Sales Insurance Decision-making Transportation 105

Red Star Kim

OCTOBER 10, 2023

The role of learning and development (L&D) becomes more critical as firms try to ensure that their people are equipped with the latest skills to be agile enough to adapt to the fast-changing work environment. However, skills-based talent management and learning analytics have been trending upward. last year.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Brooks Group

MARCH 25, 2024

The Brooks Talent Index™ assessment reveals individual preferences and gives sales leaders a valuable tool for managing, coaching, and developing their team as a whole. Through instructor-led sessions, role-plays, assessments, and more, your team will walk away with approaches they can apply right away.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Arpedio

AUGUST 9, 2021

Back to blog. At the end we will upload the relevant data on accounts, contacts, open opportunities etc., We will agree on roles and choice of project management tool. for different profiles, and set up users, roles and hierarchy (Internal security model). by Paul Hansen. |. August 9, 2021. Share on facebook.

B2B 98

B2B Account Management Innovation Facilitation 98

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. Account-Based Selling (ABS) has emerged as a powerful strategy. In this blog post, we’ll delve into the significance of personalization within ABS.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52