Book Client Development Meetings 
Red Star Kim
AUGUST 24, 2023
This short (130 pages) information-packed book was revised in 2019. So here is a Book review: All you need to know about commercial awareness by Christopher Stoakes. He’s also written a book called “ Get to the point – how to write well at work”. The book is a fantastic jargon buster. How many do you know?).
Red Star Kim
NOVEMBER 13, 2023
It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. Business planning Surprisingly, none of the delegates’ firms had a business plan to drive the growth of the private client team.
Account Management Skills
FEBRUARY 22, 2024
I sometimes feel they are more concerned with their gmail and booking meetings than with my challenge” – client lead ( “The Future of Account Management” report, IPA 2020 ) The feedback from clients and industry experts is relentless and often scathing about the account manager’s performance.
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.
Account Manager Tips
APRIL 26, 2021
Here are some things you'll do as a key account manager: Deliver your company's strategy and vision Manage client risk (defection, competitor threats, issue resolution) Gather market intelligence and evaluate emerging trends Drive client development Provide data and insights to help your clients make better decisions.
Account Management Skills
JANUARY 21, 2022
If you feel you need to brush up on your listening skills, check out Mark Goulston’s book Just Listen: Discover the Secret to Getting Through to Absolutely Anyone. The book will help you understand how to communicate more effectively with absolutely anyone; clients, colleagues, family members etc. Adaptability.
Red Star Kim
AUGUST 1, 2023
Encourage fee-earners to engage in the M&BD planning process During the session – where we explored M&BD theory and frameworks and walked through the process of developing a M&BD plan – we identified several ways to engage fee-earners in the M&BD planning process. At their regular team meetings.
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