It can be easy to bury your head in the sand and avoid asking clients and customers how happy they are.
But this misses a huge opportunity.
We all know that developing existing relationships is significantly more profitable than bringing in new business, yet structured relationship management can be the last thing we consider in the marketing and business development plan.
At ELE Global we have significant experience in helping organisations to better understand existing clients/customers, to identify key organisations for relationship management and development, to report on accounts, and to generate meaningful feedback that can underpin strategic planning, growth and change.
Whether you need us to take the whole challenge off your desk and structure a research and survey process, implement new policies, procedures and documentation, or train your teams on best practice, we’ll help you to develop more profitable client relationships. Importantly, we’ll also help you to leverage this to better understand the types of clients and customers that you’re looking for in the future.
Step-by-step: how our marketing and business development audit works for smaller firms
In the last article we set out a case for why audits aren’t just for larger firms, and we set out the many areas of investigation you could do that relate to Clarity of Purpose. In this article we’re going to look at two biggies… Stakeholder Analysis and Competitor...
Look outside your industry – seeking inspiration for marketing and business development
Many, many years ago I remember hearing the legend that is Bob Mytton of Mytton Williams talk about law firm colour and logo trends. He showed a chart that demonstrated that one year everyone was blue, the next they were lime green, then orange and so on. It would...
What will 2021 bring for professional services marketing?
There is a theme going around at the moment, where people wave goodbye to 2020 as if that will miraculously stop the disruption, hurt and challenge of the past year. In many ways people seem to be hoping for a true Christmas miracle, more than ever before. The...
Trustworthiness in business – can you trust it?
Trust. A little word for a huge concept. A commodity that, in life as well as in business, is one of the hardest to earn but the easiest to lose. It can be argued to be the foundation of every successful business, because whether you are providing world class legal...
The power of supporting your marketing with evidence
We're going to let you into a secret. What's the thing lawyers are worst at when it comes to marketing? Backing it up with evidence. Yup... it's the irony of the situation. In a profession that is so often evidence-based, you don't have to look terribly far to find a...