Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Proactive marketing and business development executives – CRM, internal engagement and career insights. CRM and Marketing Automation Software for SMBs | Act! Email Online Invitations that WOW!

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. 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.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Taking time to learn about fee-earners – their work, their clients, their priorities, their motivations – is the starting point.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

JULY 11, 2022

This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. For example: Internal communication – Why, how and what (kimtasso.com).

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

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”. We tackled delegate questions as well as coaching and consulting scenarios along the way.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Strategic Communications

DECEMBER 28, 2022

Many of you have probably been at goal-setting seminars or workshops where the leader will pose a question like: “Would you like to make more money?,” Then the leader will approach a workshop participant and hand over a dollar. “More” is Not a Marketing Objective. .” Here’s why.

Marketing 52

Marketing e-Learning Healthcare Advertising 52

Strategic Communications

AUGUST 16, 2022

Many of you have probably been at goal-setting seminars or workshops where the leader will pose a question like: “Would you like to make more money?,” Then the leader will approach a workshop participant and hand over a dollar. A few years ago I worked with an optical center that was hoping to increase its visits.

Marketing 52

Marketing e-Learning Healthcare Advertising 52

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media.

Media 130

Media Marketing B2C Stakeholders 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. During the discussions about marketing audits (particularly the far external environment), delegates worked in groups to tackle a PESTLE analysis. Instability in some international markets.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. People who are always stressed are unlikely to be able to do their best work and may suffer from burn out, anxiety and depression.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

MARCH 6, 2023

At the start of March, there was an online PM Forum workshop on “Being more strategic ”. 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). Many use a situational analysis or marketing audit.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Red Star Kim

FEBRUARY 9, 2023

At the end of January, I enjoyed meeting delegates (at the Novotel at Tower Hill) on the MBL “Developing more work from referrers and intermediaries” workshop. This supported mutual knowledge of their professional work. Cross-pollination could be achieved by having people attend meetings for different departments.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. Business Development in the Wild West?

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Why commerciality for M&BD?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

FEBRUARY 16, 2023

I am constantly looking out for new material and best practice to incorporate into my strategy workshops. By the partners conference in May 2022, there were well-developed recommendations from two work streams and outlines for the others. Dates for future strategy sessions at PM Forum.

Value Proposition 130

Value Proposition Government Facilitation Profitability 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. This article from January 2023 Strategic Account Management for Law Firms in the Age of Remote Working – Nexl answers the questions: What is strategic account management (SAM)?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

FEBRUARY 12, 2024

Delegates from legal, financial service and industry, joined me last week for a full day workshop on persuasive writing. Planning – Before you start writing Agree your aims – Why are you writing? How does this material fit within your overall marketing or sales strategy? Work the design – Follow your brand guidelines.

Media 130

Media Financial Services Advertising Decision-making 130

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. Therefore, enablement is hard work. Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. See what I did there? Logic is our friend. This remains true.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

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. This may take place on a periodic basis – for example, in support of your marketing planning cycle. A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 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 were new to their roles and professional services marketing. A key theme from the workshop was Assertive communication: The importance of voice. And Why Should You Care?

Communication 130

Communication Brainstorming Decision-making Marketing 130

Mike Kunkle

OCTOBER 2, 2022

” (I’m not even sure everyone likes to buy — especially not for work, in a buying committee, where there are risks and political ramifications, but the “no one likes to be sold” part is pretty consistent.). It’s targeting (markets, personas, problems). Follow my work and connect.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. Why are segmentation and targeting critical to marketing and business development success?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

MARCH 31, 2023

click the image to view a larger version] By the way, there are literally dozens of commercial methodologies on the market today, but very few that cover the entire customer lifecycle. How to Put This in Context When I consider all of this, I understand why process, methodology, and competencies might be confusing for some.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

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. How to create buyer personas that clarify your target market | SurveyMonkey Complexity Often we write about technical and complex topics. Purpose Why are you writing?

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Revenue Storm

FEBRUARY 21, 2023

We all aspire to be seen by our team as outstanding in our craft, but why don’t we spend more time thinking about our leadership legacy? If you believe our legacy as leaders is a simple retelling of our accomplishments, keep reading to learn why it is so much more. His strategy will likely work, but it bears no resemblance to mine.

Acquisition 78

Acquisition Leadership Sales Profitability 78

Red Star Kim

MARCH 4, 2024

Sadly, this topic still comes up occasionally during training workshops. a lawyer or accountant) takes line management responsibility for someone in marketing and business development. The fee-earner may not have been trained in marketing and business development. It can be frustrating and disempowering.

Management 147

Management Communication Leadership Digitalization 147

Revenue Storm

APRIL 19, 2022

Having done so, we create a working environment where each team member can achieve their full potential delivering value for clients, our firm, and for themselves. One recent workshop focused on “levelling the playing field” where the Sales Leader’s company was trying to compete for a major new sales opportunity. Sound familiar?

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. Lastly, you explore the why. Why does the company want to grow?

Supply Chain 74

Supply Chain Sales Sales Training Organization 74

Account Manager Tips

NOVEMBER 29, 2022

Working in the same job for a long time can cause you to feel uninspired. To keep yourself motivated and happy in your work, it’s important to switch things up every now and then. Customer success is focused on working proactively in partnership with customers to help them get more value out of your solutions over time.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Red Star Kim

NOVEMBER 18, 2022

She built her strategy implementation around GROW: Great people, Recognition, Operational Excellence and Winning work. Their use of the Rooney vs. Vardy case (Wagatha Christie) when commenting on the relationship between HR and marketing raised some eyebrows. This is supported by values to be collaborative, genuine and responsive.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Strategic Account Management Association

APRIL 5, 2021

So why on earth do we still bother with documents numbering hundreds of pages, sans picture and color? The 10-K report: Why bother? Compare the chief marketing officer with the vice president for manufacturing in the table “Aligning Your Solution By CXO.”. You’re familiar with a company’s annual report, right?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Mike Kunkle

AUGUST 8, 2023

These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. Invest in buyer persona and market research. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Strategic Account Management Association

JUNE 30, 2021

So if scarcity is in there anyway, why don’t we use it to your advantage rather than that of the next person on the list?”. They’re working just as hard if not harder, but they’re not working on the same things. Michael Thomas: In my own personal journey, I worked in professional services for many years.

Digitalization 520

Digitalization Organization Account Management Management 520

CSSP

MAY 8, 2019

Market Segments. I started my work in strategic planning with a suspicion that I knew the right number of market segments to analyze. Actually developing a plan with more – or less – market segments, however, has shed new light on why my suspicions were correct. These segments should be combined.

Marketing 52

Marketing Profitability Management Sales 52

Planview

OCTOBER 26, 2022

Successful, happy teams create incredible work, and the marketing and demand generation teams at Planview do exactly that. Based out of Colorado, Anthony Fowler has worked on our sales team in the past and now serves as one of our Demand Generation Specialists on the Marketing team. We like showing off!

Leadership 98

Leadership Healthcare Meetings Software 98