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Pitching – Focus on the client’s needs (Let the client do the talking)

Red Star Kim

MAY 12, 2025

Research the client organisation Ideally, your marketing and business development strategy will have identified your target client organisations Your research and analysis teams (perhaps within a sector team) will have gathered and processed significant information about the client organisation – this may have involved some contact with the organisation’s (..)

Value Proposition

Value Proposition Procurement Decision-making Insurance

Campaigns, thought leadership and project management – People, Planning and AI

Red Star Kim

JULY 14, 2025

33% Business development 27% Marketing 20% PR/Communications 7% Campaign management 7% CRM/relationship management 7% Content creation – copy and images How confident are you about developing and implementing campaigns? 7% 7% 33% 27% 13% 7% 7% Which aspect of the session is of most interest?

Leadership

Leadership Management Communication Media

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Trending Sources

How I Use Target Account Selling to Land My Dream Clients

Hubspot Sales

FEBRUARY 21, 2025

For example, as a content strategist, my ICP includes B2B SaaS companies with 50-200 employees, $5M-50M in revenue, and an established blog. A basic spreadsheet works better than complex CRM systems when youre managing 20-30 accounts. Tips on Target Account Selling Target account selling takes time to master.

Value Proposition

Value Proposition Stakeholders Decision-making Prioritization

Getting the most from LinkedIn

Red Star Kim

MAY 6, 2025

Details of future PM Forum training sessions: PM Forum – PM Forum Helping fee-earners prepare the perfect pitch (14 th May) Planning digital campaigns and content strategy (29 th May) Towards KAM and ABM – helping fee-earners with client relationship management (3 rd June) How to choose, setup and manage a CRM database (9 th June) Build your (..)

Media

Media Advertising Digitalization Leadership

CRM – Applications, systems and fee-earner engagement

Red Star Kim

JULY 1, 2025

I joined a new PM Forum – PM Forum workshop on “ How to choose, set up and manage a CRM system” facilitated by (2) Simon McNidder | LinkedIn. Simon has spent many years working in accountancy firms (e.g. Pinsent Masons – which won two awards for CRM) and is now a consultant. PWC) and law firms (e.g.

CRM

CRM Suppliers Key Account Management Client Relationships

Proactive marketing and business development executives – CRM, internal engagement and career insights

Red Star Kim

DECEMBER 5, 2023

Proactive marketing and business development executives – CRM, internal engagement and career insights. What CRM/systems would people recommend? A variety of specialist (to professional services) and mainstream CRM systems were explored. CRM and Marketing Automation Software for SMBs | Act!

CRM

CRM Marketing Interpersonal Skills Client Relationships

Referrer and Intermediary Management – Silos, Targets and Culture

Red Star Kim

FEBRUARY 9, 2023

While some firms used CRM systems (Microsoft Dynamics and SalesForce were mentioned) to overcome a lack of internal communication about referrers and clients and past and current cases, many reported that they lacked good enough data to conduct analysis to support cross-selling initiatives.

Management

Management Emotional Intelligence Cybersecurity CRM

Professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Capsticks, Fladgate, Travers Smith, Mills & Reeve and brand awards

Red Star Kim

AUGUST 31, 2023

It took two years in total but they have had brilliant recognition and her team at Travers Smith have received the ultimate reward through positive internal and external feedback as well as winning multiple awards Brand Management and Reputation Awards – 2023 While talking of awards, there were numerous professional service winners in these awards (..)

Marketing

Marketing Leadership Government Logistics

Referrer Management – Capacity and Capability

Red Star Kim

OCTOBER 16, 2023

10 reasons why (kimtasso.com) Marketing planning in a nutshell – simple and complex plans (kimtasso.com) Data and systems It was good to have a sprinkling of IT geeks (their label not mine!) Most commented on the data challenges of referrer management – although accountants using PracticePortal were happy with their CRM.

Management

Management Onboarding Emotional Intelligence Communication

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Red Star Kim

JUNE 15, 2023

How should firms identify their strategic accounts? profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals).

Key Account Management

Key Account Management Account Management Management Client Relationships

Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

Red Star Kim

APRIL 17, 2023

Surprisingly, delegates were more likely to use spreadsheets than a CRM for managing client and referrer information. Social media was used by all firms but to varying degrees – there was less activity in sharing joint content and endorsements/recommendations than other methods.

Management

Management Manufacturing Client Relationships Facilitation

5 ways to tell when you should use lead generation or sales prospecting

PandaDoc

JUNE 21, 2021

Building databases, asking friends and family, and creating social media accounts. Marketing is a form of lead gen. You might choose to update your content marketing strategy to capture more leads. As well as using CRM and other solutions that make data easily accessible to everyone involved. Once a week?

Sales

Sales Decision-making Small Business Meetings

Release time to become a more proactive Marketing and Business Development Executive (November 2022)

Red Star Kim

DECEMBER 2, 2022

Thinking about how we can use the data more to evidence the benefits and encourage marketing involvement with fee earners e.g. showing benefits and results of content creation, data input in the CRM – activities/relationships. Skills we need to achieve buy in are persuasion skills and influential skills. Project reviews.

Marketing

Marketing Communication Meetings Strategic Thinking

Implementing Account-Based Selling in Your Sales Process

Arpedio

FEBRUARY 26, 2024

A strategy that has gained significant traction in recent years is Account-Based Selling (ABS). This approach goes beyond traditional lead generation and focuses on personalized, targeted efforts towards high-value accounts. Leverage technology, such as marketing automation and CRM tools, to scale personalization efforts effectively.

Advertising

Advertising Sales CRM Media

The Top Marketing Trends for 2023: AI Captures the Most Mindshare, but Marketers Have More on Their Plates

Strategic Communications

OCTOBER 3, 2023

Among the types of content that can be created by AI are emails; social media or blog posts; scripts for videos, presentations, podcasts, and ad campaigns; product descriptions; static and video imagery for use in online stores, social media channels, and printed marketing materials; and visual branding materials like logos.

Marketing

Marketing Advertising Co-Creation Media

The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media

Red Star Kim

APRIL 12, 2023

Previously, my proactive activities were large projects that I took on e.g. implementing an experience database, a tidy up of our CRM systems. In my first week, the week before Christmas, I worked on four pitches.

Media

Media Marketing B2C Stakeholders

Key takeaways from SAMA’s Annual Conference

Arpedio

MAY 30, 2022

Back to blog. Not sure what it means to be a journey orchestrator in Account Management? Last week more than 500 Strategic Account Managers (SAMs) and leaders of SAM programs gathered in New Orleans for the annual Strategic Account Management Association (SAMA) conference. Key takeaways from SAMA’s Annual Conference. ?

Digital Transformation

Digital Transformation Account Management B2B Advertising

Pitching – Focus on the client’s needs (Let the client do the talking)

Campaigns, thought leadership and project management – People, Planning and AI

Trending Sources

How I Use Target Account Selling to Land My Dream Clients

Getting the most from LinkedIn

CRM – Applications, systems and fee-earner engagement

Proactive marketing and business development executives – CRM, internal engagement and career insights

Referrer and Intermediary Management – Silos, Targets and Culture

Professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Capsticks, Fladgate, Travers Smith, Mills & Reeve and brand awards

Referrer Management – Capacity and Capability

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

5 ways to tell when you should use lead generation or sales prospecting

Release time to become a more proactive Marketing and Business Development Executive (November 2022)

Implementing Account-Based Selling in Your Sales Process

The Top Marketing Trends for 2023: AI Captures the Most Mindshare, but Marketers Have More on Their Plates

The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media

Key takeaways from SAMA’s Annual Conference

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