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Here I summarise brand, referrals, research, keyaccountmanagement (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.
Strategic accountmanagement requires consistent engagement and dialogue to confirm this Decide which decision-makers the team needs to engage KeyAccountManagement 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.
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 (KeyAccountManagement) programme at their firm.
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