Selling Professional Services Category

All articles to do with Selling Professional Services

Jekyll or Hyde


Have you ever wondered why one of your clients didn’t consider your firm for a particular piece of work?  Do you sometimes feel that your client’s view of your firm and its expertise is limited?  Do you ever wish you could help a client more with their business plans and aspirations? Read more here

That’s Too Expensive


At the risk of making a sweeping statement, most professionals have encountered resistance to fees and more often than not most will feel uncomfortable and offer a discount or some sort of concession relatively easily.

From our research and by talking with professionals all over the world, we know that fees/margin/profit (which all mean money) is being left on the table or handed back to clients and prospects every working day of the year – and probably every other day too! Read more here

Can cross-selling work in professional services?


Every managing partner of every professional services firm we know wants their people to do more cross-selling.  Few professional advisers, however, want to follow in the footsteps of bank managers who were once seen as trusted business advisers but are now regarded by many as peddlers of financial products. Read more here

The right pitch


Many firms in recent years have seen involvement in new business pitches run into several thousands of pounds, sometimes for no return.  This is both a huge waste of resources and de-motivating to all involved, writes John Monks.

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Trust me – I’m not a salesman


Every managing partner of every accountancy firm we know wants his / her people to do more cross-selling. But few accountants want to follow in the footsteps of bank managers who were once seen as trusted business advisors, but are now regarded by many as peddlers of financial products. Read more here

The fear factor


Here’s the situation. Your firm has noticed the massive opportunities to cross-sell services to existing clients. Your research suggests that your clients are currently engaging other firms for services you believe your firm is better placed to provide. Your managing partner continually reminds you and your colleagues that generating work from existing clients should be easier than finding new ones and that the work is more profitable. Read more here

Is cross-selling ethical?


Clients may be mistrustful of their suppliers’ efforts to cross-sell services in the wake of the Enron scandal, but Paul Denvir of The PACE Partnership argues that ethical cross-selling will be welcomed and is the key to success for both clients and suppliers. Read more here