Red Star Kim

AUGUST 24, 2023

About the author Christopher Stoakes was originally a lawyer. And for those starting work as a professional adviser, there’s insight into obtaining work through delegation and guidance on meeting your first client. And it’s particularly valuable to those working in professional services firms. And he has taught on MBA courses.

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

NOVEMBER 18, 2022

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. Facts tell, stories sell” started the two-part overview on how stories can improve selling which was led by Meirion Jones in the morning and Geraint Evans, Head of Clients & Markets at CMS after lunch.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 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

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

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. Sometimes called value selling, it is focused on the client (their current and future needs).

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

OCTOBER 13, 2023

About Julie McConnell Julie moved from being a construction lawyer (both in the UK and Australia) to becoming Associate Director Business Development at White & Case. She reflected that studying law at university doesn’t equip you with skills on client care and relationships. What are soft skills? And why are they so important?

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Red Star Kim

JANUARY 23, 2023

What types of clients and work do you want? How do my clients and colleagues perceive me? I conducted research to support a book on “Soft skills for lawyers” which was published in 2020. We also need to know how others perceive us – whether team members, subordinates, leaders, referrers or clients. What are my O ptions?

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Red Star Kim

APRIL 12, 2023

The situation is further complicated by the fact that different B2B services might have significantly different client journeys and sales cycles and thus strategies. Another aspect of the culture shock is that in professional services we refer to clients rather than customers. Traditional marketing models (e.g.

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

JUNE 1, 2023

Focussing on client needs to differentiate was covered in April 2023 Pitch points from a pitching and tendering training workshop (kimtasso.com) and positioning arose in May 2022 Five Spice Girl lessons from a pitching workshop (May 2022) (kimtasso.com). They evidence their expertise and profile their leading lawyers and rising stars.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

JANUARY 3, 2023

Creativity and problem-solving Using creativity to turn problems into opportunities in client service (kimtasso.com). Telephone skills Telephone skills: Anxiety, voice, etiquette and the client experience (kimtasso.com). One task will be to plan your self-development – particularly with regards to enhancing your soft skills in 2023.

Leadership 130

Leadership Publishing Management Communication 130

Red Star Kim

APRIL 11, 2023

There was a need to consider the value of tender wins as well as volume and to also review the trends in the win rates of different types of pitches and tenders for different types of clients and work. Credentials: Provide details of your law firm’s credentials, such as rankings, awards, and testimonials from satisfied clients.

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

NOVEMBER 1, 2023

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. Protectionism – Some fee-earners could be insecure and defensive about sharing client information and relationships. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

APRIL 5, 2023

increase in support staff JMW Solicitors LLP shared why client care is at the heart of their firm, and explained how their dedicated client care team ensures the best service for existing and potential clients Retaining staff in a competitive market – T otal salary costs as a percentage of fee income also increased, rising by 0.4%, from 58.5%

Finance 130

Finance Profitability Management Remote Working 130

Red Star Kim

JUNE 7, 2023

And to keep an eye on the changing competitor landscape and evolving market and client needs. Anticipate client needs A core role for M&BD was to learn about the pain points of the target audiences. This again required a step back from day-to-day activities to assess the market and client reaction.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

JULY 6, 2022

Clients indicate that there may also be demand for Team Coaching Sessions. For those looking to extend their coaching skills, I offer the following resources: Recent research on essential soft skills for lawyers (2020) revealed the importance of coaching (see Book launch: Essential soft skills for lawyers – some research findings ).

Management 130

Management 130

Red Star Kim

SEPTEMBER 5, 2023

For example, learning a sales process including documents and offers for clients that use colour and images to explain simply. I have also provided off-the-shelf and custom training programmes for both public courses and inhouse for firms of lawyers, accountants, surveyors and consultants for decades. Some were particularly noteworthy.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

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. This varies across the size and nature of clients, the number of buyers and type of service. The session comprised three modules (1.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

NOVEMBER 8, 2022

Back in July 2020 I shared some research insights from my book “ Essential Soft Skills for Lawyers ” which generated significant interest – not least from the associated nine-minute video explaining “soft” skills featuring the Worry Monster. Listening is now the new superpower. Whether digitally or in person.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Red Star Kim

JULY 13, 2023

Thanks to the Managing Partners’ Forum Strategy Summit at haysmacintyre earlier this week.

Management 130

Management Remote Working Acquisition Finance 130

Account Management Skills

MARCH 27, 2024

They want more predictable client retention and growth, which is less expensive than pitching for new business. And they’re also looking for ways to future proof their agency’s business and gain a competitive advantage by offering the best client value and experience.

Account Growth 52

Account Growth Account Management Acquisition Management 52

Red Star Kim

SEPTEMBER 26, 2023

Client focus and adaptation – The strategy and M&BD team structure must adapt to new market conditions and competitors , emerging client needs and new marketing approaches and technology. Marketing is about anticipating client needs so understanding how and when to target different sectors and clients remains a priority.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 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. Whereas some firms were considering how to use AI across the firm and its functions internally, others were actively developing products and services to help external clients with this challenge.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Curiosity also drives our client listening programmes where we focus on outliers to pick up on weak signals. Supply and demand underpins pricing decisions for markets and clients. Price is a major driver of profit. From leaders asking “Why?”

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

OCTOBER 20, 2023

We are cheerleaders for our clients. Ask fee-earners to share stories about clients or transactions of which they are proud. Encourage them to explain how they helped clients overcome complex challenges and to succeed against the odds. How do we make our words stand out? To grab attention? We craft the message. We are writers.

Media 130

Media Communication Marketing Digitalization 130

Red Star Kim

AUGUST 14, 2023

Lawyers (compliance, anti-trust, commercial litigation, personal injury) and marketing professionals joined me at a recent MBL workshop on writing. There are many potential reasons: raise profile, encourage engagement, inform clients, position as an expert and prompt action. Many professional services firms use client case studies.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Account Management Skills

SEPTEMBER 11, 2023

Some key takeaways from her advice include­­­: ­­­Have early conversations Have early conversations with clients about using AI to help you: a) Understand if your client already has an AI use policy in place to follow b) Discuss and agree: The AI tools you’ll use How you’ll use them e.g. to generate outputs? for inspiration only?

Account Management 52

Account Management Negotiation Management Marketing 52

Red Star Kim

FEBRUARY 9, 2023

There were architects, bankers, accountants, forensic investigators, insolvency practitioners, lawyers, pension advisers and tax experts who had a range of areas of expertise including bloodstock, housing associations and commercial property. And sharing stories about our clients’ successes felt a more comfortable way to achieve this.

Management 130

Management Emotional Intelligence Cybersecurity CRM 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

Red Star Kim

FEBRUARY 12, 2024

25% Our material isn’t suitable for stories 50% Client confidentiality will be an issue 25% I plan to develop more stories in future How useful do you think personas might be? 20% Rational/logical argument 20% Emotions 40% Benefits (what’s in it for me?) 20% Words and language To what extent will you try to use storytelling in the future?

Media 130

Media Financial Services Advertising Decision-making 130

Hubspot Sales

MAY 25, 2021

If you find yourself too busy to take on new clients, projects, or other opportunities that will allow you to grow, then it’s time to hire some help. Hire a lawyer and CPA to help with contracts, licensing, bookkeeping, and other legal documents. How can one person do it all? The truth is, you can’t.

Finance 118

Finance Small Business Meetings Onboarding 118

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. First, a consultant provides expertise that a client lacks or support that a client is unable to fulfil.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

SEPTEMBER 26, 2022

This 2022 book on networking (written by a young lawyer in the City of London) offers good advice Book review – Great networking by Alisa Grafton (kimtasso.com). 30% something else (comments included integrated marketing campaigns and key client programmes). Book review: Managing key clients (professional service firms) (kimtasso.com).

Digitalization 147

Digitalization Media Marketing Communication 147

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.

Management 130

Management Media Key Account Management Communication 130

Peter Simoons

AUGUST 27, 2023

A recent client conversation brought to mind a valuable lesson I learned about the significance of involving legal expertise in a timely manner relating to the process of forming alliances. Back in the summer of 2003, I found myself amidst a negotiation for an alliance contract between two multinational corporations.

Negotiation 52

Negotiation Stakeholders Facilitation Communication 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. In terms of pre-problem solving , it means that those serving clients should be intuitive and extra vigilant for signs that something is amiss. They rarely do. Perception.

Brainstorming 130

Brainstorming Innovation Client Relationships Marketing 130

Red Star Kim

AUGUST 30, 2022

All professionals – lawyers, accountants and surveyors – have to complete CPD or CPE in order to maintain their membership of their professional body (and for their professional indemnity insurance). And with a sense of achievement and an extensive list of things to learn over the coming year. All professionals practice CPD.

Marketing 130

Marketing Digitalization Insurance Communication 130

Red Star Kim

FEBRUARY 22, 2023

One of my accountancy clients alerted me to a provider of content ( The content provider for accountancy firms – Informanagement ) which also provides legal content to small and medium firms in The Netherlands. It has 500 accountancy clients in the UK and will be launching to law firms soon.

Marketing 26

Marketing Media Communication Digitalization 26