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 professionals need to reduce their fees in a competitive economic environment in order to win work? Read more here

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

A dangerous reaction to an uncertain economy

We originally published this article following the 2008 crash. The decision to leave Europe creates a period of uncertainty where many organisations will inevitably put some projects and buying decisions ‘on hold’. Read more here

 

A top tips summary guide to best practice business development

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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. Read more here

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. Read more here

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’! Read more here

Why not focus your energy on simply getting things done?

If we’re honest, we probably make the same resolutions year on year. That’s not the difficult part. It’s actually making them happen that gets lost in day-to-day life. Read more here

Excerpt from: Growing Your Client Base, Chapter Four – Projecting Defining bluebirds One of the downsides of being well known within a particular professional discipline is that a firm may be asked by all sorts of prospective clients to bid for their work. The post is opened one morning and in it we find an Invitation to Tender or an invitation to pitch the firm’s capabilities. And what is wrong with that, many professionals ask us? In sales parlance these unexpected opportunities are known as ‘bluebirds’ – pretty creatures that ‘fly in through the window’. However, not all feathered creatures are bluebirds. Some are emus – birds that will never fly. Some may be albatrosses – creatures we would not want around our neck. Read more here

I was reading an article the other day by someone who thought the notion of ‘trusted adviser’ needed to be ditched and wondered if it really summarised what professionals offer their clients.

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