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
Many professionals are either suspicious or cynical about the notion of providing added value to clients. Their views are not usually based on assumption or prejudice. They are based on experience. They have seen attempts at providing added value either rejected by clients or scooped up and taken for granted as part of the client’s ‘rightful entitlement’. Conversely every firm has clients who are raving fans. These clients not only think that the advice and service they receive are first class but they also testify to receiving other benefits that could be labelled ‘added value’. Read more here
As consultants specialising in working with professional firms we have been asked on many occasions, “How do we deliver added value to our clients?” We learned long ago to resist the temptation to produce two sheets of A4 that provide examples of possible actions. The response is usually underwhelming. “I tried that once and……..”, “I don’t think that my clients would……”, “I was looking for something new and………..”. Read more here
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