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. And reviewed the copy of professional services firms. 22 tips on being a persuasive writer in professional services. Some firms adopt a formal and professional tone.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Vantage Partners

APRIL 24, 2024

Annual physicals and preventive care are common for individual health. It helps prevent diseases and treat issues before they metastasize. They provide peace of mind and an early warning system of trouble.

Organization 83

Organization 83

Vantage Partners

DECEMBER 7, 2023

No account leader in a professional services firm ever relished the prospect of talking to a client about a scope overrun. The sad reality is that most professional services firms are not very good about talking about changes in scope until it’s far too late. It's all about timing. Take a look at Figure 2.

Account Growth 83

Account Growth Client Relationships Management Sales 83

RAIN Group

MARCH 1, 2023

When it comes to business development for professional services , one of the biggest challenges professionals face is finding time to do it all. Your work, whether it's consulting, accounting, IT, financial services, or engineering, is what you do full-time. After all, you don't sell full-time.

Financial Services 82

Financial Services Sales 82

Planview

MAY 23, 2022

For services professionals today, there are many discussions centered around the differences between managed services vs professional services, as well as which one is the right fit for your organization. Most if not all of their revenue is derived from services. What Are Professional Services?

Management 52

Management Cybersecurity Profitability Digital Transformation 52

Vantage Partners

JANUARY 24, 2024

They want you to be responsive, professional, thorough, and effective. Not just the IP and the infrastructure you’ve invested in, but the extensive experience you’ve acquired putting it to work, the terrific talent you deploy on their behalf (often on little notice), and the "outside-in" perspective and insights you provide.

Negotiation 83

Negotiation 83

Help Scout

SEPTEMBER 22, 2021

This post is part of The Supportive , Mathew Patterson’s column for customer service professionals. Delivering high-quality online customer service day after day is skilled, challenging work. That’s why we build customer service software and why we invest in our main blog , where we share lots of useful, practical information.

Software 108

Software Software 108

Customer Think

AUGUST 16, 2023

Article source: [link] Professional services (PS) and consulting is critical to client experience. But, here’s the question: if your competitors could do the same job, and have similar knowledge, expertise, capabilities and pricing, how do you stand out? In other words, how do you escape a parity trap?

Customer Experience 52

Customer Experience Leadership 52

Arpedio

DECEMBER 3, 2021

ARPEDIO has a new Service Cloud Voice Accredited Professional. ? Raquel Genoveva Alonso González is a Salesforce Senior Functional Consultant specialized in Service Cloud. What was the process to become a Service Cloud Voice Accredited Professional? December 3, 2021. Back to blog. Meet Raquel.

B2B 52

B2B Account Management Innovation Internet 52

Arpedio

DECEMBER 3, 2021

ARPEDIO has a new Service Cloud Voice Accredited Professional. ? Raquel Genoveva Alonso González is a Salesforce Senior Functional Consultant specialized in Service Cloud. What was the process to become a Service Cloud Voice Accredited Professional? December 3, 2021. Back to blog. Meet Raquel.

B2B 52

B2B Account Management Innovation Internet 52

Arpedio

DECEMBER 3, 2021

Arpedio has a new Service Cloud Voice Accredited Professional. ? Raquel Genoveva Alonso González is a Salesforce Senior Functional Consultant specialized in Service Cloud. What was the process to become a Service Cloud Voice Accredited Professional? December 3, 2021. Back to blog. Meet Raquel.

B2B 52

B2B Account Management Innovation Internet 52

Red Star Kim

SEPTEMBER 14, 2023

It received such a warm and enthusiastic response that it was suggested we consider a series highlighting the giants of professional services marketing and business development. What’s the longest time you’ve sustained a professional relationship? So here’s the spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum.

Management 130

Management Leadership Innovation Government 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”. In return for their professional services, the consultant charges a fee. What is a consultant?

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. This confirms the vital contribution of the professional services sector at a time when growth in the UK overall is flat-lining.

Meetings 130

Meetings Government Management Finance 130

Red Star Kim

AUGUST 24, 2023

For young professionals. And it’s particularly valuable to those working in professional services firms. So it makes him an ideal author on the business of professional services firms – whether for technical expert/fee-earners or marketing/business development professionals.

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

FEBRUARY 1, 2024

In its 12 th year – it obtains the opinions of around 100 CMOs from professional service firms. 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.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Red Star Kim

NOVEMBER 24, 2023

For over 20 years I have attended and reported on the annual Professional Marketing conference. Preparing professionals for the future I co-presented with Julie McConnell from White and Case. We brainstormed what M&BD professionals need to know and the best way to promote effective and continuous learning.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Customer Think

JUNE 20, 2023

Updated approach focuses on integrating artificial intelligence (AI), cloud, and digital technologies to drive new business outcomes

Artificial Intelligence 52

Artificial Intelligence Digital Transformation Digitalization Prioritization 52

Red Star Kim

SEPTEMBER 8, 2023

First, to respond to various research reports showing the need for M&BD professionals to “ be more commercial”. Second, I observed that often in professional services marketing and business development we have minimal involvement in research, innovation, product development and pricing.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

DECEMBER 18, 2023

We looked at case studies from professional services firms. The complexity of professional services firms adds to the strategy challenge. Professional service firms are usually a collection of disparate and self-governing business units focusing on different markets and services.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

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. Differentiation is a critical aspect of professional services marketing and is no different in personal brands.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

JANUARY 16, 2023

The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). Over 70% anticipate a downturn in the economy in 2023 compared to 2022, but respondents believe that professional services will be more resilient than other sectors.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Red Star Kim

MARCH 30, 2023

I’m excited to announce that the Managing Partners’ Forum has just launched a series of six modules for an innovative leadership development programme for firm-wide leaders of small and medium sized professional services firms. Versions for divisional, functional and aspiring leaders are expected in 2024.

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Red Star Kim

APRIL 12, 2023

Culture shock and the never-ending “to do” list Some of the delegates described the “culture shock” they experienced as they entered a M&BD role in the professional services sector. This is a common theme when M&BD people move from another sector into professional services.

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

MARCH 1, 2024

We can research their professional and personal interests. That’s the nature of the often long and protracted sales cycles in professional services. Time for informal, social engagement – so important for getting to know people – has reduced. And we can ask questions Why are questions so important?

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. But for storytelling to be truly effective in sales, your sales professionals have to nail both the timing and the delivery.

Sales 95

Sales Decision-making Sales Training Communication 95

Red Star Kim

DECEMBER 5, 2023

A variety of specialist (to professional services) and mainstream CRM systems were explored. Others commented on the value of Home – Vuture – a system designed for professional services – for event marketing and noted its facilities to retain dietary requirements and other preferences.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Better Ways Sales Strategies

MAY 28, 2015

For consulting, outsourcing and other professional services organization, nothing could be further from the truth. These changes, and others as well, have created an environment in professional services organizations that necessitates a reevaluation of the selling model for many firms.

Co-Creation 40

Co-Creation Decision-making Profitability Sales 40

Red Star Kim

MARCH 24, 2023

It was a full house at the March workshop on “Practical and Professional Skills for Marketing and Business Development (M&BD) Assistants” although almost all delegates were from law firms across the UK. No typical M&BD assistant role M&BD assistants are at the entry point of a career in professional services marketing.

Marketing 130

Marketing Digitalization Communication Media 130

Red Star Kim

AUGUST 30, 2022

Marketing Continuing Professional Development (CPD) – The power of reflection? All professionals practice CPD. 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).

Marketing 130

Marketing Digitalization Insurance Communication 130

Better Ways Sales Strategies

APRIL 28, 2015

Firms who are careful to segment their clients and define the sales and service approach to these clients will be more successful in winning new, more profitable business. Firms would be well advised engage the services of an outside organization who specialize in this type of research to discern “the truth” – good, bad, or ugly.

Sales 40

Sales Stakeholders Profitability Value Proposition 40

Red Star Kim

OCTOBER 20, 2023

We explored writing from professional services firms and looked at how to improve our firms’ written content. Develop the right mindset The time pressures on marketing and business development professionals are immense. This post covers the key takeaways reported by the delegates at the end of the workshop.

Media 130

Media Communication Marketing Digitalization 130

Red Star Kim

AUGUST 1, 2023

In professional services we need the engagement, buy-in and time of fee-earners because they are fundamental to preparing content, interacting with prospects and converting leads into clients. It’s rare to have a sales team in professional services as they do in other sectors. That’s our professional training.

Decision-making 130

Decision-making Marketing Business Planning Management 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”. A feature of the newest generations.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

DECEMBER 12, 2023

And those who wish to deliver a great service and generate more work. Future Marketing/BD Manager – Build resilience (kimtasso.com) So whether we are crafting a strategy for our sector or service line, or thinking about our future careers – we need to be constantly alert to new developments and focus our learning accordingly.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

JULY 11, 2022

The three modules looked at M&BD fundamentals, the journey through the M&BD planning process and how to address planning issues specific to professional service firms. A bite-sized approach to engaging fee-earners in the planning process was suggested: marketing planning process into a professional service firm (kimtasso.com).

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

JULY 13, 2023

My takeaways from the insightful facilitators and panellists were: Recruitment of lawyers is down on previous years whereas business support is up Increase in tax hires in law firms Increase in marketing roles (exceeding 2019 numbers) Whilst training/learning roles shrunk compared to 2019 there was an increase in employee relations roles Legal sector (..)

Management 130

Management Remote Working Acquisition Finance 130