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Key Account Management – Blog Series
Nov. 5, 2019

With changing dynamics and business models in the legal sector, Key Account Management (KAM) in firms continues to have a central business development objective. Increasingly, our Client Advising Team are working with several clients to help them devise a methodical approach to this discipline, which is in fact a fundamental part of any CRM programme. In this blog series, our APAC Client Advisor; Tennille Roache explains how to articulate the key components of a well thought through and consistent key account management programme.

Tennille Roache

Tennille has worked in business development and marketing for professional service organisations for over 12 years in various roles. These include event management, digital communications and business development operations. For five years, she focused specifically on InterAction, working with business development executives to align the database to business planning, key account programmes and marketing strategies.

Tennille also specialises in repositioning misunderstood (or failed) systems with business development teams and partnerships. At Lexis Nexis, she works with business development teams to adopt marketing and client relationship management techniques managed centrally through InterAction, to support the growth of professional service firms from domestic, office centric environments to connected global organisations. By aligning systems to firm goals, she helps firm increase user adoption within the fee earner community, ensuring the system speaks specifically to each lawyers needs and objectives. Her aim is to help streamline your processes and successfully report client growth, value add and return on investment back to the business.

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