Holden Advisors

OCTOBER 7, 2021

Your products and services provide financial value to your customers by increasing their revenue, reducing their costs, or helping them to mitigate risks. Our clients will say, “our customers are never going to give us detailed financial and business information.” Step 4: Build the financial model.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

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. Can also look at companies in a particular sector (e.g.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Account Manager Tips

NOVEMBER 14, 2022

How Data Analysis Adds Value to Key Account Management Data analysis has quickly become a valuable tool for just about every type of business. Data analysis specifically is changing key account management and the way they relay insights to internal stakeholders and clients to make a greater business impact.

Key Account Management 130

Key Account Management Account Management Management Profitability 130

Red Star Kim

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. And to keep an eye on the changing competitor landscape and evolving market and client needs. Being more strategic – Case studies and insights.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

DECEMBER 18, 2023

The bottom-up approach has the advantage of being well focused on the specific market conditions and client needs. The delegate aims, views and key takeaways are shown below. The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Account Manager Tips

MARCH 23, 2021

Why is key account management important? Some reasons are obvious, like growing client revenue and retention, but others will surprise you. Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Too reactive A bad key account manager responds to situations instead of controlling them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

MARCH 23, 2021

To identify key accounts with true growth potential, you must dig deeper. Your biggest accounts are not always your best accounts. Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. Often they're your worst.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Red Star Kim

APRIL 5, 2023

I regularly review and summarise benchmark reports for law, accountancy, property and consultancy businesses. The survey is written and produced by Hazlewoods LLP (accountants) and sponsored by Lloyds Bank. The survey is written and produced by Hazlewoods LLP (accountants) and sponsored by Lloyds Bank. in 2021 to 58.9%

Finance 130

Finance Profitability Management Remote Working 130

Red Star Kim

SEPTEMBER 29, 2023

44% of the 95 strong research panel are from law firms, 14% accountancy, 9% consultancy and the remainder from marketing, property, patent attorneys, recruitment, research, engineering, construction, technology, architecture and actuarial firms. A guest speaker is usually invited. Only 20% are members of the Forum.

Meetings 130

Meetings Government Management Finance 130

Red Star Kim

FEBRUARY 1, 2024

And efforts to increase differentiation – perhaps through brand initiatives and service/client experience improvement (to counteract fee pressures and margin erosion) – should also increase in response. In its 12 th year – it obtains the opinions of around 100 CMOs from professional service firms.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Account Management Skills

FEBRUARY 22, 2024

I read as many reports I can about the state of agency account management and it makes for grim reading. “I But I think the agency business model and how account managers are set up in their roles needs an overhaul before the finger is pointed at their lack of skill/abilities. There’s often a mismatch in expectations.

Account Management 52

Account Management Management Client Development Account Growth 52

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. rather than a outward focus ( e.g. What do clients/referrers need? What will clients/referrers be interested in?).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. This article supplements the learning resources from the session.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Hubspot Sales

MAY 18, 2023

Having the right certification can put you at the top of the list for potential clients. Your certifications signal to clients and employers that you have breadth and depth of expertise. As a result, you may see an uptick in interest and new account creation. Being a part of a group may also assist in bringing in new clients.

Negotiation 71

Negotiation Leadership CRM Insurance 71

Red Star Kim

NOVEMBER 24, 2023

28 th PM Forum Conference: Organisational culture, mentoring, digital distraction, ESG and client experience (2023) Reprinted from PM Magazine With 100+ people enjoying coffee in bright orange TUC mugs, the buzz heightened to good vibrations: Connecting with familiar faces and new friends, both old hands and the next generation.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Red Star Kim

MARCH 17, 2023

Neil remarked that the metaverse was a hot topic in mainstream marketing because it is an uncrowded and uncluttered digital space with emerging digital economies where an early entrant could demonstrate leadership, innovation and differentiation and offer clients a different kind of experience (immersive and interactive ).

Marketing 130

Marketing Transportation Leadership Digitalization 130

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. 56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. 34% Financial health of clients.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Brooks Group

MARCH 28, 2024

A C-level decision maker is an executive who holds a senior leadership position, typically with a title starting with the letter “C” such as chief executive officer (CEO), chief operating officer (COO), or chief financial officer (CFO). Gone are the days when you could simply sell to a mid-level manager. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

NOVEMBER 2, 2023

His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals. His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 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. Some delegates were highly experienced in pitching (and their roles focused on pitching and tenders), whereas others were at the start of their journey and/or had only occasional exposure to pitches.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

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). Below is a summary of the key themes discussed and the poll results as a further learning resource. Many use a situational analysis or marketing audit.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

SEPTEMBER 28, 2020

The answer to these questions is yes if your CRM and accounting software are working in tandem with one another. Why Integrate Accounting Tools with Your CRM. The easiest way to understand where revenue is coming from is to integrate your accounting software with your CRM. I’m here to tell you, it doesn’t have to be this way.

CRM 104

CRM Small Business Finance Software 104

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. This is where account management software solutions come into play as a transformative tool.

Account Management 52

Account Management Software Software Management 52

ACT

NOVEMBER 18, 2022

Creating trustworthy relationships with clients through fast, accurate, and personalised care makes financial services professionals stand out among others. Fortunately, Allied Financial Software, Inc. Fortunately, Allied Financial Software, Inc. As a sales manager, I started using Act! in 1992 and began using Act!

Software 52

Software Software Insurance Financial Services 52

SalesGlobe

APRIL 26, 2022

Due to a recent acquisition , the goal was to implement a consistent definition and pursuit strategy that supported account management and new business development. Due to a recent acquisition , the goal was to implement a consistent definition and pursuit strategy that supported account management and new business development.

Transportation 52

Transportation Account Management Acquisition Innovation 52

Red Star Kim

JANUARY 5, 2023

At the MBL online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles. Bring focus.

Management 130

Management Media Key Account Management Communication 130

Jermaine Edwards

MAY 27, 2020

Some account managers and key account managers can get paralysed by over research. One of the great misconceptions about working with our clients is that our ability to access our customers or being invited in means we’re seen as the ultimate expert to the customer. When I started out in sales I was told to do customer research.

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

ACT

DECEMBER 9, 2022

Email marketing is invaluable for helping financial advisors cultivate long-term clients and provide them with lasting, tangible value. This article explains how to set up and run a successful email marketing strategy that is unique, impactful, and useful for your clients. What kind of client are you trying to reach?

Marketing 52

Marketing Financial Services CRM Software 52

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Their sheer financial volume highlights their importance to your business. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. What is strategic account management?

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Arpedio

MARCH 18, 2024

Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth. Account mapping is not just beneficial; it’s instrumental in sculpting a tailored approach that aligns perfectly with the intricate dynamics of each client’s internal ecosystem.

B2B 52

B2B Stakeholders Sales Decision-making 52

Hubspot Sales

JUNE 6, 2019

This role might also be more client- or management-facing, sharing the results of a whole team of analysts. Financial Analyst. Forecasting, long-term financial planning, and operational and financial reporting are just a few of the skills you’ll home in on this position. The result? Sales Analyst Career Path.

Supply Chain 108

Supply Chain Finance Sales Account Management 108

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. Business Development in the Wild West?

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. This post adds to the learning resources from the session. Set SMART goals.

Management 130

Management Emotional Intelligence Onboarding Communication 130