Brooks Group

FEBRUARY 10, 2025

Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders.

B2B 88

B2B Emotional Intelligence Value Proposition Stakeholders 88

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. Private client management and marketing: Business plans, recruitment, assessments and automation.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

SEPTEMBER 8, 2023

As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Project management, innovation and technology also play an increasing role. Advanced Marketing Management: Principles, skills and tools (kimtasso.com) considers empathic pricing.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 21, 2024

What management systems are required? These questions address the components of a value proposition (valuable, differentiated and substantiated). – Kim Tasso March 2010 How do you close a sale? How will you win? The way you will win on the chosen playing field. What capabilities must be in place? Why act now?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130