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North America Book Range


PACE have a selection of books designed for the leading business development professional. As a valuable resource, a PACE book contains the essential ingredients and techniques needed to sucessfully develop your business development activity. PACE’s range of books are standard reading within many of the leading professional services firms and have been in production since the first editions were launched over a decade ago.

Choose your book from the selection below, where you can purchase online. This selection is specifically for those in North America.

 

Growing Your Client Base

The step-by-step guide to business development in professional services.


The ideal tool for helping lea ding professionals be successful in 2009 and beyond.


By: Paul Denvir and Kevin Walker

Growing your client base

 

 

 

 

 

 

 

Managing Key Clients

The step-by-step guide to busin ess development in professional services.


The ideal tool for helping leading professionals be successful in 2009 and beyond.


By: Paul Denvir and Kevin Walker

Managing Key Clients

 

 

 

 

 

 

 

Creating new clients

Marketing and selling professional services.


The must-have guide to marketing and promoting your organisation.


By: Kevin Walker, Paul Denvir and Dr Clifford Ferguson

Creating new clients

 

Book offer


PACE are delighted to offer a range of products at a discounted rate.


Books

PACE books include Creating New Clients, Managing Key Clients and Growing Your Client Base. You can purchase each book at a discounted rate of £25.00 plus £1.50 postage and packing (the standard retail price for all titles is £28.99 plus postage and packing).


To purchase a copy and details on each book, please use the links below:

 

Growing Your Client Base

The step-by-step guide to business development in professional services.


The ideal tool for helping leading professionals be successful in 2011 and beyond.


By: Paul Denvir and Kevin Walker

Growing your client base

 

 

 

 

 

 

 

Managing Key Clients

The step-by-step guide to business development in professional services.


The ideal tool for helping leading professionals be successful in 2011 a nd beyond.


By: Paul Denvir and Kevin Walker

Managing Key Clients

 

 

 

 

 

 

 

Creating new clients

Marketing and selling professional services.


The must-have guide to marketing and promoting your organisation.


By: Kevin Walker, Paul Denvir and Dr Clifford Ferguson

Creating new clients

 

PM Forum & MPF Member Offers


As a member of PM Forum and MPF, PACE are delighted to offer a range of products discounted exclusively for members of the group.


Books

PACE books include Creating New Clients, Managing Key Clients and Growing Your Client Base. As a member you can purchase each book at a discounted rate – £25.00 plus £1.50 postage and packing (the standard retail price for all titles is £28.99 plus postage and packing).


To purchase a copy and details on each book, please use the links below:

 

Growing Your Client Base

The step-by-step guide to business development in professional services.


The ideal tool for helping leading professionals be successful in 2009 and beyond.


By: Paul Denvir and Kevin Walker

Growing your client base

 

 

 

 

 

 

 

Managing Key Clients

The step-by-step guide to busin ess development in professional services.


The ideal tool for helping leading professionals be successful in 2009 and beyond.


By: Paul Denvir and Kevin Walker

Managing Key Clients

 

 

 

 

 

 

 

Creating new clients

Marketing and selling professional services.


The must-have guide to marketing and promoting your organisation.


By: Kevin Walker, Paul Denvir and Dr Clifford Ferguson

Creating new clients

 

Client Engagement – Intro


AtkinsPre-Programme Reading

Welcome to the Client Engagement – Intro programme
 

In order for us to make sure the focus of the programme is just right, we are asking you to carry out a little pre-workshop activity in the form of a Healthcheck questionnaire.

Click here to view: Client Engagement – Intro [124k doc]


Please complete this Healthcheck and send the completed document to Wendy Fountain at [email protected] in advance of the programme.

Client Engagement, Building Profitable Relationships – Intermediate


AtkinsPre-Programme Reading


It is imperative that you read this document in advance of the programme. You will be asked at the start to present your views on the concepts and ideas contained in it.
 

Click here to view: Client Engagement and Winning Profitable Work [3923k pdf]
 

Please complete this Healthcheck and send the completed document to Wendy Fountain at[email protected]in advance of the programme.


Click here to view: Client Engagement, Building Profitable Relationships Healthcheck [154k doc]

Winning business in Towers Watson: growing your client base

 


Towers Watson
Introduction

 

Welcome to Winning Business – Growing Your Client Base.  This workshop is designed to help all participants to use their limited time to best effect in defending, developing and winning clients for Towers Watson.  During the workshop we will focus on how to select target clients and relationships, how to approach these targets successfully and professionally and how to build strong relationships with new and existing clients.  We will also practise the key skills necessary to make the most of every business development opportunity.

 

Workshop Synopsis

Workshop SynopsisClick here to view

Workshop synopsis [48k doc]


Preparation

In preparation for the workshop you will need to read the following documents.  They are designed to give you some of the necessary ‘theory’ on best practice in client development in Towers Watson – it will be vital for you to know this before you are asked to carry out a number of practice sessions on the workshop.

 

Click here to view: Business development meetings – an extract from chapter 4 of:

‘Growing your client base’ [197k pdf]

 

Click here to view: What is funnelling? [278k doc]

 

Preparation questions

Please also reflect on the questions in the following document and come to the workshop with your answers.  If you have any difficulty in answering the questions, or if you have any concerns with regard to their applicability to your role, please speak to Paul Denvir at PACE or Martin O’Neill at Towers Watson.

Click here to view: Key questions [46k doc]


Your workshop leader – Paul Denvir.

If you want to find out more about Paul please click here, if you have any questions or would like to contact Paul pleaseclick here.

 

Further information

If you have any questions or would like further information please contact Sarah Palmer at Towers Watson or Paul Denvir at PACE

Managing Key Clients

With competition growing in every area of professional services and with the edges between the professional services becoming more blurred, firms are becoming increasingly aware of the value of their most important client relationships.  If any firm were to lose half of its Top 10 clients this would have a disastrous effect on fee income and profitability – not to mention utilisation rates and firm-wide morale.  Realistically however, in this highly competitive age, the Top 10 Key clients of any professional firm will most certainly appear as Key Targets or Prospects for a number of its competitors.

In terms of fee income and profitability most firms follow (or are close to) the 80:20) rule.  80% is derived from the top 20% of clients.

Given these conditions it is hardly surprising that professional services firms re becoming increasingly more interested in how they can ‘guarantee’ the future flow of work from Key Clients.  What is widely accepted today is that technical excellence in the delivery of the service is not enough.  Technical excellence is essential but it is also a default expectation from clients.  That is a base line from which one begins to compete.

The need to find ways of creating closer and closer alliances with Key Clients has been a major catalyst for firms to work with PACE.  They work with us to articulate strategies that will differentiate the service they offer from those competitors who would appear to be very similar, they work with us to formulate practices that deliver improved client satisfaction and they use us to develop relationship building skills in their professional staff.

Driven forward by our clients’ desire to capture excellence in Key Client management in a professional services environment, we wrote and published Managing Key Clients.  Included in this book was a self-diagnostic Healthcheck.  When completed, this Healthcheck gave the reader a picture of how advanced his or her firm was in having the culture and practices that translate into on-going client delight and satisfaction and help to generate continuing profitable fee income.  That Healthcheck is available below.

Managing Key Clients Healthcheck

Key Client Teams

Growing Your Client Base – Chapter 5 – Cross-selling

Managing Key Clients – PACE Publication