Adding Value 2009

Seeing marketing through the MPs eyes

This is the second year that PM Forum has examined the value being added by the marketing community through a survey of its members and MPs on 16 areas that involve marketing and BD expertise and are seen as important to the commercial success of a professional firm. 240 members responded, a 10% increase on 2008.

According to MPs, the top six areas (with the proportion seeing the area as ‘extremely’ important in brackets) are:

1   Developing relationships with targets (100%)
2= Encouraging referrals (90%)
2= Creating a cross selling culture (90%)
2= Marketers building rapport with fee earners (90%)
5   Capitalising on networking opportunities (85%)
6   Advising partners on pricing, structure of transactions and negotiations (80%)

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