Develop your commerciality – Economics, Finance, Business and Innovation Perspectives
Commerciality is often rated as the skill most desired amongst marketing and business development (MBD) professionals by professional services leaders. To understand how MBD activities support the firm’s strategy, growth and profits. To assess initiatives through a commercial lens. To communicate and justify plans and investments. And to strengthen relationships with fee earners and business leaders to promote collaboration. Commerciality is also critical for fee-earners as they anticipate client needs.
This half day online workshop uses case studies and exercises to enhance commercial skills.
Topics covered
Introduction
- – Exercise: What is commerciality? Why is it important?
- – What is an entrepreneurial mindset? A commercial adviser?
- – The role of curiosity, research, client listening and competitor monitoring
Economic and financial fluency
- – Appreciate the impact of economics (macro, micro, public sector, business cycles)
- – Assess the UK professional services sector
- – Understand profit drivers and balance with cash needs
- – Know pricing fundamentals
- – Exercise: Impact of pricing strategies on profitability
Business perspectives
- – Monitor global and business trends
- – Understand markets – environmental, horizon and weak signal scanning
- – Exercise: Trends in the professional services sector
- – See the big picture – strategic thinking and choices
- – Compare business models (and investment) in professional services
- – Opportunities, risk and return on investment (ROI)
Innovation and impact
- – Impact of AI and automation (and commoditisation)
- – How firms manage innovation
- – MBD’s role in new product and service development (NPD)
- – Problem-solving and building practical solutions
Exercise: The innovation challenge - – Communicate for impact and achieve buy-in
Summary and close
Pricing
First attendee £270 +VAT
Second attendee £260 + VAT
All subsequent attendees £250 + VAT
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Cancellations/Substitutions
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.
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.
Speaker
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Kim TassoRedStarKim LtdKim 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 books on soft skills, growth strategies, business development, media relations and business development and a prolific conference speaker and journalist. She is also a member of the PM Magazine Advisory Board.
