Articles

Welcome to our directory of PACE published articles – a directory of publications, features and stories produced by PACE.  Our publications are written by PACE consultants and offer practical techniques and thought leadership examples based on PACE experience and research with an assortment of clients and affiliated partners.

All PACE publications are featured here on thepacepartners.com and within the journal each article was published in.  Our articles are freely available to read and save.  Users can sign up to our email alerts for the latest publications of our articles, as well as features and topical alerts.  Selected articles require Adobe Reader to view. Click here to download

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

Planning and Managing Business Development in Professional Services Firms – Digest of PACE Research

bdIn 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

Panic!

Brexit PictureA 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

Why context is crucial when creating a first-class BD team

teamWhat 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

Responding to tenders and pitching opportunities (Bluebirds)

IMG_5004 bbm2 for smug-LExcerpt 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