Topics covered
Planning
• Referrer management in BD context
• Direct vs indirect selling
• Planning process
• Segmentation and goal setting
• Information systems
Breakout
Existing clients – cross-selling and recommendations
• Integrated and standalone programmes
• Analysing and prioritising clients
• Listening and satisfaction programmes
• Internal communication and collaboration
• Supporting fee-earners
Breakout
Working with external referrers
Breakout
• Understanding why they refer and targeting
• Referrer profiles, teams and plans
• Relationship development activities and campaigns
Breakout
• Building profitable relationships – core skills
• DMU, value propositions and lessons from KAM
Summary and close
Book nowWednesday, March 8, 2023
This half-day online workshop takes place from 9:30 to 13:00.
To facilitate interaction, workshops are restricted to 18 attendees – maximum of four from the same firm.
Pricing
First attendee £240 +VAT
Second attendee £230 + VAT
All subsequent attendees £220 + VAT
Cancellations/Substitions
Due to the restricted number of places, refundable cancellations are only accepted up to one month prior to the event (a cancellation fee of £25 + VAT will be incurred per person). Substitutions can be made at any time. PMI reserves the right to cancel with no liability beyond refund of fees paid.
Trainer
Kim Tasso has worked within and for over 200 professional partnerships in the legal, accountancy and property sectors for over 20 years and continues to do so as a management consultant.
She also has direct client exposure from working with organisations in the technology, education, creative, media, real estate and not-for-profit sectors.
Unusually, she combines psychology, marketing and business qualifications so is effective as both a professional trainer, facilitator and coach and also as a subject matter expert in a variety of strategy, marketing, selling and relationship management topics.
She is highly rated as a trainer and coach for lawyers, accountants and surveyors and also lectured on Chartered Institute of Marketing (CIM) professional marketing qualifications for Cambridge Marketing College.
She is the author of seven books on growth strategies, business development, media relations, social media, business relationships and soft skills. She is a prolific speaker and journalist, and an editorial consultant of PM magazine.
Further information at www.kimtasso.com
Eligibility
This training course is open solely to member firms of the PM Forum, a worldwide group of over 3,000 marketers in professional services firms.
