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. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. It stopped using the OnePlace name in February 2023.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

DECEMBER 5, 2023

There were comments that it was unusual for people to be in the office so face time and in person meetings – where it is easier to develop rapport, trust and solid working relationships – were rare. Finding ways to meet with people in real time (such as at social events) can help.

CRM 100

CRM Marketing Interpersonal Skills Client Relationships 100

Red Star Kim

APRIL 17, 2023

Surprisingly, delegates were more likely to use spreadsheets than a CRM for managing client and referrer information. Exercises using referrer organisation briefing sheets (and scorecards) and an individual buyer profile were thought to be very useful.

Management 100

Management Manufacturing Client Relationships Facilitation 100

Red Star Kim

OCTOBER 16, 2023

So some will prepare content, others will develop talks and others will concentrate on meeting referrers and developing relationships. The team needs guidance – and resources such as relevant content and market/prospect alerts – to enable them to nurture relationships over time – to stay on the radar with “drip drip” strategies.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

NOVEMBER 18, 2022

Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. Natalie commented on human and listening skills and the need to understand what the client says: “ Bring technical brilliance and human skills into the practice of law”. Closing thoughts.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Red Star Kim

APRIL 12, 2023

There is a wide spectrum of engagement across the firm What can I do to motivate fee-earners and Client Relationship Partners (CRPs) to communicate better with the M&BD to ensure we are providing clients with the best service? How do I get my opinions and voice heard among more senior colleagues?

Media 100

Media Marketing B2C Stakeholders 100

Hubspot Sales

FEBRUARY 21, 2025

Target account selling involves identifying and pursuing a small, carefully chosen group of high-potential companies that align with your product or service. By narrowing your focus, you improve conversion rates and build lasting client relationships. This approach helps predict which accounts are most likely to convert.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59