by Bev Burgess | Sep 1, 2024 | PM Magazine
Account-based marketing is a powerful marketing approach but can be difficult to embed in complex, partner-led environments. PM Forum Conference keynote Bev Burgess makes the case for ADM, describes the challenges you will face and explains how to maximise your...
by James Lumley | Sep 1, 2024 | PM Magazine
Withers LLP’s eye-catching thought leadership campaign shows that you don’t need to resort to the obvious to tell a great story. James Lumley finds out more. Withers LLP’s now famous thought leadership campaign, developed with the Financial Times commercial...
by James Lumley | Sep 1, 2024 | PM Magazine
What is ‘thought leadership’ and what is it good for? James Lumley goes on a quest to pin down exactly what this frequently used buzzword really means, and how it can help professional services firms to leverage their brands and make sales. Claire Mason, founder of...
by Michelle Wheeler | Jul 15, 2024 | PM Magazine
Creating a BD roadmap that gives fee-earners the confidence to step out of their comfort zones is the Moore Barlow way, writes Michelle Wheeler. How does that old saying go? ‘You can lead a horse to water, but you can’t make it drink.’ I am occasionally reminded of...
by Julia Robinson | Jul 1, 2024 | PM Magazine
Ropes & Gray CONNECT has delivered a near-unique business development coaching programme. Julia Robinson and David Sheldon explain how. As lawyers move beyond the early years of their careers many, if not most, feel unprepared for the business development...
by James Lumley | Jul 1, 2024 | PM Magazine
BD training isn’t about taking technical experts and turning them into a salesforce. At its best, it is about behaviour change and personal growth, writes James Lumley. Lee Curtis’ frequent use of the taboo word ‘sales’ is deliberately designed to force fee earners to...
