Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. Differential pricing is rarely discussed in professional services although it is often implicit in key account management. So marketing is reliant on research and financial knowledge.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

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. Some looked to LinkedIn’s Sales Navigator to drive data and process.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

MARCH 16, 2023

One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key Account Management (KAM). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

OCTOBER 24, 2022

Cross-selling and referrer management – Expectations, Data and Focus (kimtasso.com). Referrer Management workshop (June 2022) (kimtasso.com). Referrer Management and Cross-Selling Insights (March 2021) (kimtasso.com). Key Account Management (KAM) programme (kimtasso.com). 100% Revenue and Profit.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

APRIL 17, 2023

There were also variations on factors such as financial (it’s easy to measure revenue and profit) and others such as market positioning, longevity, reliability/security and prestige. Half the delegates had a KAM (Key Account Management) programme at their firm.

Management 100

Management Manufacturing Client Relationships Facilitation 100

Red Star Kim

DECEMBER 5, 2023

Leadership and the In-Group/Out-Group Phenomenon (blanchard.com) Create a sense of unity by reminding people we are on the same team and all striving for the same results (happy clients and increased profits). A similar approach would be to unite people behind the need to focus on client interests and overcoming competitor activity.

CRM 100

CRM Marketing Interpersonal Skills Client Relationships 100

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. This is a post I never wanted to write.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

QYMATIX

MARCH 26, 2024

A well-implemented CRM system can help companies build long-term, profitable customer relationships and provide intensive customer care. Such software supports profitable growth. Price Management – Dynamic Pricing Pricing and terms and conditions are critical to a company’s success.

Management 52

Management Artificial Intelligence CRM Software 52

QYMATIX

MARCH 26, 2024

A well-implemented CRM system can help companies build long-term, profitable customer relationships and provide intensive customer care. Such software supports profitable growth. Price Management – Dynamic Pricing Pricing and terms and conditions are critical to a company’s success.

Management 40

Management Artificial Intelligence CRM Software 40

SmartKarrot

NOVEMBER 29, 2022

Now, when setting goals, it is important that priority has to be given to the goals that are most profitable to the account. These decisions should also be made using the account data, and the most valuable, meaningful ones should be made. Most of the core concepts discussed in the book are still relevant in 2022.

Management 19

Management Account Management Key Account Management Profitability 19

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. Recent articles on referrer management.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

SEPTEMBER 5, 2023

Topics include: Professional and Practical skills for Marketing & BD Assistants, The Proactive Marketing Executive and Future Marketing Manager. Training for lawyers, accountants, surveyors and consultants I create and deliver a wide range of training workshops for fee-earning staff.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147