Commerciality – Finance, pricing, innovation and research
Commerciality is often rated as the skill most desired amongst modern marketers and business developers in the professional services sector. This half day in person workshop uses case studies and exercises to provide basic commercial skills to enable marketers to make a bigger contribution to their fee-earners and firms.
Topics covered
Introduction and session aims
• What is commerciality? Why is it important?
• What is a commercial adviser? Commercial M&BD professionals?
• The role of curiosity
Business acumen
• Seeing the big picture – strategic thinking
• Understanding markets – environmental scanning
• Entrepreneurship and business planning
Economics and Financial fluency
• Economics 101 – Macro and Micro economics and business cycles
• Future business trends
Exercise: Reading company accounts
• Understanding profit, profitability and cash
• Exercise: Selecting pricing strategies
Research
• Client research techniques
• Supporting marketing/BD plans and pitches
• Key innovation theories and strategies
• Return on Investment (ROI)
Solutions and impact
• An introduction to consultancy skills
• Problem-solving and building practical solutions
Exercise: Tackling an innovation challenge
• Communicating for impact and achieving 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 workshop or within three working days of an invoice being issued that is dated within a month of the workshop date. A cancellation fee of £50 + 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.
