Selling Professional Services Category

All articles to do with Selling Professional Services

The secrets to successful pitch coaching – Part 1

pitchcoaching

 

Professional service firms are not usually full of natural presenters. How comfortable, confident and effective are your people in pitch situations? In our experience most firms have a few fee earners who do enjoy pitching, they also have a small percentage of individuals who should never be put in front of clients at any cost (you know who they are!). The rest of the firm is then made up of people who have never really been shown how to pitch successfully, and many of these would rather not be part of any pitch – if they could avoid it they would! Read more here

The curse of ‘how much?’

 

“How many times have I heard this!” said the managing partner of an accountancy firm I met with recently. On reflection I said to him “this is what is constantly being said to me when discussing business development with many accountancy firms, and not just yours, over the last 12 months!” Read more here

How to reel in the right fee

Many clients have become more fee sensitive in the last few weeks and months and are keen to find the most ‘competitive’ offers available. So, do surveyors need to reduce their fees in a difficult economic client in order to win work? Read more here

Sending out the right cross-selling signals


Cross-selling is not wrong in itself, says Paul Denvir. It is just the way that professional services firm go about it that can get them into trouble. The good news is that an ethical approach to cross-selling is also the most effective. Read more here

Money talks

Law firms should not be afraid to broach the subject of fee negotiations for fear of clients baulking at the mention of money. Paul Denvir and Paul Matthews offer advice on how to close a deal with confidence. Read more here

Love me Tender


Responding to invitations to tender can be a costly business, irrespective of whether you can win, but especially if you lose.  So does it make sense to do it, ask Gary Williams and John Monks. Read more here

The challenges of cross-selling

Many law firms tell us they wished their clients had a greater understanding of what they do, but they feel that promoting their additional skills and expertise could be viewed as “pushy” or overly “salesy”. They worry about jeopardising great client relationships. Read more here

Specialist – the art of cross-selling

Many QS firms tell us that they wished their clients had a greater understanding of what they do. But they feel that promoting their additional skills and expertise could be viewed as ‘pushy’ and jeopardise great relationships. Cross selling can indeed come across as such, but only when it is handled badly. But when done well, it can bring immense value to both client and firm. Read more here