In this report, The PACE Partners LLP – a firm that specialises in leadership, business development and client relationship management for professional services firms – provides comparative information on how participating firms perform in the implementation and application of business development and client management processes – in eight key areas. The report also provides the different sectors of the professional services marketplace with a picture as to how, in this area of business management, they compare with each other. In addition it provides comparative information on:
Read more here
We hear about the lack of collaboration in professional services firms a lot. Pretty much every day of the week we hear stories of a ‘silo mentality’ or a ‘protective’ approach to client relationships, which keeps colleagues as far away from clients as possible and a lid on (potential) growth. Read more here 
At the start of every year, there is never any shortage of predictions as to what the future will hold. Most of them will never become reality.
When it comes to business development though, the PACE team are confident that, even in an uncertain world, we can predict the following with a significant degree of confidence: 
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 professionals need to reduce their fees in a competitive economic environment in order to win work? 
A dangerous reaction to an uncertain economy
A top tips summary guide to best practice business development
What is the best structure for a BD and marketing team in a professional services firm? The short answer is – it depends. There is no silver bullet here, no right or wrong answer. Because the best team structure is arrived at having thought through a number of factors that relate to the firm’s situation now and the desired future. And these will be unique to each firm. 
Use online search tools and Google to notify you of new senior appointments in your target sectors. New senior executives are often open to new ideas and take the opportunity to review incumbent advisors. 
It is interesting that to many the ‘S word’ still has negative connotations. To be fair this may be justified as sadly there are too many examples of ‘mis-selling’ in both the professional and corporate sectors.
So going back to the original question we have a feeling that most firms would answer with a definitive ‘no’! 
