Remove Account marketing Remove Facilitation Remove Key Account Management
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Case studies: Marketing and Business Development at law and accounting firms

Red Star Kim

Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. I scour publications and awards to pick up as many as I can.

Marketing 130
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Account Planning Template

ProlifIQ

Strategic account management requires consistent engagement and dialogue to confirm this Decide which decision-makers the team needs to engage Key Account Management Schedule meetings with your champions, walk them through the value they’ve gained from your partnership, and outline the next steps to help get a meeting with other DMs.

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

Red Star Kim

Last week I facilitated MBL’s full day training session on “Developing more work from referrers and intermediaries”. Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. Half the delegates had a KAM (Key Account Management) programme at their firm.