The Seven Pillars and Pitfalls of Professional Key Account Management
Focusing more time on Key Clients makes sense because it allows you to move from being a pure supplier of…
Articles
A Cynic’s Guide to Key Account Management – making KAM work in the real world
It’s hip to be frugal. You no longer hear people bragging in bars about how much their house has appreciated.…
Agents of Good?
As both a supplier and buyer of marketing services, I’ve often grappled with what makes a relationship go sweet or…
Why some Professionals are Amateur at Sales and Marketing
This article was first published in the July 2009 magazine edition of The Professional Marketing Forum Why some Professionals are…
Building Rapport
Reaching a state of rapport – being in-tune, in sync or on the same wave-length as someone – is one…
Has the recession been a blessing for professional marketers?
This article by Peter Kane first appeared in Professional Marketing Magazine – Summer 2010. February 2008 and the media is…
How to create a BD training plan that flies
Some have no training, many have a higgledy-piggledy mix of BD training on a random basis, but most smart firms…
Know Your Clients
If you haven’t clearly defined the target market for your business or private practice, you may actually be preventing yourself…
More drips needed in sales
The historic image of a good salesman was a Slick Sid character who could schmooze and manipulate himself to a…
How to build a successful new business campaign
Published in the Professional Marketing Magazine July 2011 Peter Kane looks at why firms find it so hard to maintain…
Coming Around Again
If you find yourself being cajoled into doing something that you know from experience will be a dud initiative, what…
Training that delivers
Short, sharp and shockingly effective: 3 ways to gain more from BD Training “We all want bang for our bucks.”…
Should you recruit marketing and business development people from outside the professions?
I was surprised recently to hear Tim Skipper of First Counsel say that two out of three positions they fill…
