Red Star Kim

DECEMBER 12, 2023

Internal clients – Naturally we need to build strong working relationships with our fee-earners. Both those in leadership positions who are driving the firm forward. External clients – Then of course we need to build networks amongst potential clients, existing clients and referrers.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

NOVEMBER 24, 2023

Preparing M&BD professionals for the future – learning, skills (kimtasso.com) Neuroscience for learning and development by Stella Collins (kimtasso.com) Thought leadership Veteran professional services PR guru Tim Prizeman joined Rhea Wessel from The Thought Leadership Institute. His QR code to pose questions was well used.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Red Star Kim

NOVEMBER 1, 2023

Protectionism – Some fee-earners could be insecure and defensive about sharing client information and relationships. The culture and rewards systems sometimes worked against integrated client teams. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 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. The OnePlace legal client relationship management system was acquired by InTapp in 2019. OnePlace/Intapp Another delegate mentioned he liked using this system.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

NOVEMBER 2, 2023

She reads as much as possible, scanning the news in search of valuable updates that she can send to clients. She also creates thought leadership videos. Over the past five years, the firm has trained over 500 partners, resulting in stronger client relationships and helping increase firm revenue.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. The model covers both the impact of the leadership team and individual styles. So here’s a book review: Influential internal communication by Jenni Field.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Red Star Kim

FEBRUARY 28, 2023

Recruitment Many delegates reported that a core challenge for their private client team was recruitment. Having confident leadership with a strong vision, backed up with a robust business plan and strategy and evidence of progress was attractive to potential recruits. Both to maintain service levels and underpin growth strategies.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Account Management Skills

DECEMBER 6, 2023

It puts additional pressure on the senior leadership team to find net new revenue from prospecting and pitching – which is more expensive, time consuming and puts a strain on the agency’s resource, team and existing client relationships.

Account Management 52

Account Management Management Client Relationships Leadership 52

Red Star Kim

DECEMBER 9, 2022

Thought leadership is a fantastic strategy to lead integrated, multi-channel campaigns and here are some current examples. So here is a Property marketing case study – Thought leadership campaigns: Arcadia, JLL and Remit. client relationship management (CRM) (kimtasso.com) JLL. Arcadis: The Sustainable Cities Index.

Leadership 26

Leadership Marketing Future of Work Profitability 26

Arpedio

OCTOBER 17, 2023

These teams not only safeguard and nurture vital client relationships but also drive revenue and stability. Leadership and team management in account management Effective leadership and team management play a pivotal role in the success of an account management team. Define their responsibilities and metrics for success.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Red Star Kim

JUNE 20, 2022

She ran management development and leadership programmes at the BBC before founding a leading coaching consultancy. The heart of coaching – the coach-client relationship. She talks about a relationship of equals rather than the power or expert models. Coaching clients through change. About the author.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Janek Performance Group: Account Planning

APRIL 19, 2023

In the most recent webinar of our Sales Leadership Series, Janek Chief Marketing Officer Sarah McMullin and Managing Partner Nick Kane co-hosted Supercharged Account Planning: Strategies & Best Practices for Maximizing Client Relationships.

Account Planning 52

Account Planning Client Relationships Sales Leadership Leadership 52

Red Star Kim

FEBRUARY 8, 2024

On a simpler level, a red-amber-green (RAG analysis) will help fee-earners focus their time and attention on those contacts with the most potential Process focus – Related to pipeline analysis, Andy Lopata offers a helpful framework to analyse relationships based on various stages in building, nurturing and leveraging relationships.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Analyse the bright spots and collect best practice where engagement is high and relationships are productive.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Strategic Planning and Management Insights

JUNE 4, 2020

On this episode of the Strategy & Leadership Podcast , Matt Barnett from Bonjoro joins us to discuss growing a remote team, communication challenges and how personalized video communication can improve both company culture and client relationships.

Communication 52

Communication Client Relationships Leadership Remote Working 52

Red Star Kim

NOVEMBER 22, 2022

In recent workshops we have explored the use of creativity techniques to resolve client service issues, co-create solutions and improve client relationships. Research – The client, market, plans and opportunities. Reduce – which factors should be reduced well below the industry’s standard?

Brainstorming 130

Brainstorming Innovation Client Relationships Marketing 130

Red Star Kim

APRIL 17, 2023

As well as considering the grading of clients and referrers for the firm or particular teams there was recognition of the value of guiding each fee-earner to focus on: Critical clients, prospects and referrers (around 10) Key relationships (around 150 – see Dunbar’s Law in Client relationship management (CRM) – how many close social (kimtasso.com) (..)

Management 130

Management Manufacturing Client Relationships Facilitation 130

Deep Insight

NOVEMBER 29, 2021

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. Robert Millard and John O’Connor explore how firms that are trying to embrace true client centricity are setting themselves apart. But what keeps clients loyal?

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Arpedio

OCTOBER 20, 2023

A stakeholder matrix is a visual representation and organizational tool used to identify, categorize, and assess the significance of various stakeholders involved in a client’s organization or account. Risk Mitigation In account management, unaddressed concerns or conflicts with stakeholders can jeopardize client relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Account Manager Tips

APRIL 11, 2022

It talked about the fact that consultants who bounce in an out of the client relationship have more status and impact than account managers that deal with the client daily. "A There motto is "Read Well to Lead Well" and there's some titles in this year's list on leadership, strategy and teamwork.

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Jermaine Edwards

DECEMBER 6, 2023

In the context of your client relationships demonstrating honesty shows integrity, commitment and care for the other persons benefit when done with the right intent. Action you can take: This approach will have some dependence on your relationship with the other person. Neither of these feel good to do in the moment.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Engage Selling

DECEMBER 14, 2017

This is an interview supporting the book launch of Millennials Matter. Q: Thanks for joining us today, Danita. Give us a quick overview what you’re seeing and hearing about the importance of millennial salespeople in our companies. Danita: As we all … Read More »

Leadership 59

Leadership Sales Client Relationships Communication 59

Farland Group

AUGUST 29, 2023

Given that many B2B brands are not effective at funding, building and sustaining programs that are customer-first, it is an area that is ripe for leadership. It must be supported by a longer term vision, funding and commitment to building and deepening relationships – from there revenue will flow.

Client Relationships 40

Client Relationships Leadership Meetings B2B 40

KAMCast

JANUARY 7, 2021

IN THIS EPISODE How well have your client relationships faired against the almighty test that was 2020? Did your strategy pay off or have you damaged the relationship - missing the customer’s need for confidence, clarity and clear leadership?

Suppliers 52

Suppliers Sales Leadership Leadership Client Relationships 52

Red Star Kim

NOVEMBER 18, 2022

Meanwhile, elsewhere in the centre a team from Man Bites Dog and Baker McKenzie led a masterclass on thought leadership as the smart growth strategy. I was sorry to have missed that one which, by several accounts, was insightful and practical in equal measure. Sustain momentum.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Account Management Skills

DECEMBER 7, 2023

What does that look like?

Account Management 52

Account Management Meetings Management Suppliers 52

Account Management Skills

NOVEMBER 21, 2022

Given the current unstable economic climate, client retention for agencies is a real top priority right now. So, one element of it is leadership of the account management and project management function. And then on the other side I’m sat on the leadership team of the agency. Beth 09:22. Jenny 11:52. Beth 37:51.

Digitalization 104

Digitalization Account Management Marketing Leadership 104

Deep Insight

NOVEMBER 14, 2019

It’s a story about Leadership , first and foremost. LEADERSHIP. Back in 2008, BT Ireland knew that it had poor or deteriorating relationships with some corporate and government customers but didn’t have an accurate assessment of the quality of these relationships. This is the BT Ireland story.

Telecommunications 52

Telecommunications Leadership Government B2B 52

Account Management Skills

APRIL 4, 2024

Client addresses a business problem & sees an ROI on the agency relationship. There is so much additional value the agency can bring to current clients, and those managing the client relationship are perfectly placed to unlock this value.

Account Management 40

Account Management Management Account Growth Client Relationships 40

Engage Selling

MAY 19, 2016

In an endless ocean of sellers that are often selling similar products and services, making your business or organization stand out is of the utmost importance. Being seen as a thought leader is, in today’s world, one of the best … Read More »

Leadership 48

Leadership Organization Client Relationships Sales Training 48

Upland

JANUARY 29, 2024

This key component of account planning involves analyzing current client relationships to uncover areas where additional products or services could be beneficial. Your sales teams can expand your offerings within known accounts, leveraging established trust and empathy with clients.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

SEPTEMBER 5, 2023

And skills workshops on: Assertiveness, Commerciality, Creativity, Coaching, Consulting, Engagement and buy-in, Selling, Thought Leadership and Writing. People need time to pay attention to what’s going on inside their heads (reflection) as well as outside.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

DECEMBER 8, 2022

True leadership often seems lonely, but it doesn't have to be that way. I took the client relationship from my salesperson when I walked out on that negotiation. Today, I understand how detrimental that was for them and their relationships in the marketplace. Falling Into the "Time Trap".

Sales Management 86

Sales Management Management Decision-making Negotiation 86

Showpad

MAY 14, 2021

To avoid this, you must clearly and frequently communicate with sales teams and other stakeholders, like those in marketing or executive leadership. so they can create superior buying and client relationship experiences. Put your plan in front of everyone from individual reps to business leadership.

Sales 59

Sales Stakeholders Construction Leadership 59

Account Management Skills

JANUARY 26, 2023

If you create the conditions for AMs to thrive and give them support to do a great job, they will grow your client relationships and agency business. If you are in the US and can come along to the March 2023 seminar in Atlanta, check out the details here.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Red Star Kim

JUNE 16, 2022

Alongside generating new business directly from clients and developing existing client relationships, referrer management was seen as vital to generate revenue and profit – particularly for those reliant on commercial transactions in B2B and consumer clients in B2C.

Management 130

Management Key Account Management Digitalization Communication 130

Account Management Skills

FEBRUARY 15, 2024

They can also manage client requests, address client needs and solve client issues perfectly well. But if you want client relationship longevity and account growth, delivering a good service on time and on budget, and giving the client a great experience, is only the beginning.

Account Management 52

Account Management Management Account Growth Client Relationships 52