PROFESSIONAL SERVICES BUSINESS DEVELOPMENT AND MARKETING INSIGHTS

Like many others, we see step-change advantages for our clients in the use of Generative AI over the pre-AI technologies, and it is now...

I tuned in to a very interesting virtual talk yesterday by the self-named 'Grandmother of ABM' Bev Burgess who is the ABM practice lead...

I recently met with a senior sales professional at a global software company and while we were talking about using content to advance...

Everyone loves a bit of Return On Investment. Proven results, a nice list of ingredients in, and a lovely cake out! Life (and sales) is...

I saw the brilliant video (30s) below and thought I should write a post about the importance of clear communication in building trust. ...

For a while as we approached the May 2018 deadline, everyone we spoke with was obsessed with GDPR compliance. However, since it came into...

I have come across the statistic below more and more frequently over the last few weeks. I first saw it in a presentation by Fujitsu at...

Maybe it's not a huge secret but I see on a regular basis with my clients, (of those that have or are implementing Account Based...

I'm not sure, as an investor, that I'd use the term "Titanic" as a descriptive but instinctively, I feel Marc Andreessen is right about...

Brian Curran explains about customer behaviour very well here. But I want to think about this behaviour in the context of evolving ABM...

I met with a CMO of a leading law firm a while back and he was describing how his firm's direction was determined by  "Four hundred...

Over the years I’ve been asking myself how bespoke does content need to be? Do we need to create truly personalised 1:1 content? In...

Cross-selling is a key goal for most professional service firms and especially the law firms I talk to.   Done well, it can generate...

Open source is an approach to software development that sacrifices a measure of control in order to gain engagement from a wider...

My first job coming out of university was organising conferences about the big business issues of the time, which was mainly the collapse...

I recently ran a workshop with a leading law firm where the discussion focused on Expert-to-Expert marketing and how they as the subject...