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
Winning New Clients
Winning New Clients
Successful firms recognise the importance of managing their current clients and have a real desire to win
- The highest possible level of skills and confidence based on the PACES™ approach to consultative selling
- A project management approach to business development based on the proven PACE Pipeline™ model
- The most practical and focussed business development strategies
- Understanding and assessing current client development strategies
- Designing the ‘perfect client base of the future’
- Developing selection criteria for target clients
- Creating business development plans
- Identifying who should be involved in winning new clients
- Establishing a ‘project management’ approach to the process of business development
- Training and developing individuals in the skills and behaviours of winning business
- Coaching individuals to implement plans and win new work
- Guiding people to lead, manage and measure business development activities
- Coaching support and a helping hand with pitches, tenders, proposals and presentations