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Meet The Team

The Results Team comprises well known networking, BD and negotiation skills specialists with many years’ experience.

All of us have worked in the professional services and understand first-hand the challenges and opportunities being addressed by firms. Our team regularly publish articles, research and digests on latest Business Development thinking and work-winning approaches.

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Our Team

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John Timperley

Managing Director

John is an award-winning Business Development consultant, and a well-known speaker, trainer and author. He has more than 15…

Andrew Warren

Strategy And Business Development

Andrew is a dynamic and innovative training programme leader who has developed a global reputation for being an informative…

Michelle Daniels

Marketing And Business Development

Michelle advises on, and gives hands-on support with, the strategies and activities that raise a firm or fee-earner’s profile…

Nicola McGuire

Business Development

Nicola is an experienced business development trainer, facilitator and accredited coach. With over 20 years’ experience in Sales and…

Simon Hegarty

Business Development

Simon is a highly experienced, accredited coach who brings to his coaching extensive ‘coal face’ experience of professional service…

James Stringer

Business Development, Cross-Selling and Pitching

James is a highly experienced Business Development professional, coach and trainer who draws on insight gained from within professional…

Chris Holmes

Video And Online Communications

Chris and his team are behind The Results Consultancy’s e-learning platform, The Online Business Development Academy and all…

Robert Leach

Design

Robert is a specialist professional services designer who works on a variety of publications including high quality pitch and…

David Webb

Fee Negotiation

David is a negotiations skills expert who travels the world teaching Partners in law, accounting and consulting firms how…

Jo Michaelides

E-learning

Jo has over 15 years of legal marketing experience, working at Clifford Chance, CMS Cameron McKenna, Hogan & Hartson…

Adam McGilvery

Personal Communication Skills

Adam is an experienced personal communication skills coach and facilitator. He works extensively at Partner and Senior Management levels…

Latest News and Events

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Webinar: Being selective with new work in the current environment10 May 23Current economic challenges are prompting more clients to shop around. At the same time, a tough labour market is making it harder...Read more

Webinar: Five tried and tested bid techniques to help you win more work in 202308 Feb 23With the cost of bidding for work increasing and procurement teams making bid processes more complex, what could you do differently (or...Read more

Key themes for 2023’s partner discussions25 Jan 23If your firm is arranging an offsite/retreat/away day/town hall (call it what you will) partner gathering in 2023, what should feature on...Read more

Wishing you a very Happy Christmas and prosperous 202307 Dec 22 We would like to wish you a very Happy Christmas and a comfortable and prosperous 2023. As part of our aim...Read more

Ways to build your market profile and professional reputation06 Oct 22To forge a strong network and attract new work opportunities, professionals need to have a profile and reputation which is well-known and...Read more

Webinar: Resuming face-to-face contact with clients and contacts13 Oct 21With the easing of lock-down restrictions and more professionals returning to the office, many are looking to resume face-to-face contact with clients...Read more

Keeping in touch in the hybrid business world16 Jun 21As a result of recent years’ events, virtual communications platforms such as Zoom and MS Teams have helped many organisations to reshape...Read more

Webinar: Making the most of your referral relationships09 Jun 21A professional’s network can be a major source of work opportunities and referrals – and it makes great commercial sense to aim...Read more

7 ways to make a positive impact when presenting virtually07 May 20Following on from our recent popular webinar, The Results Consultancy’s Andrew Warren and John Timperley have summarised the key tips and advice...Read more

Webinar – Making a positive impact when presenting virtually22 Apr 20On 16 April we ran a webinar on how to make a positive impact when presenting virtually. You can access the slides...Read more

Webinar – Strengthening Contact Relationships Remotely25 Mar 20On 24 March we ran a webinar on how to strengthen contact relationships remotely. You can access the slides and a recording...Read more

Strengthening contact relationships ‘remotely’16 Mar 20The current global situation and the need for remote working has led many of us to rethink how we manage our client...Read more

Becoming a more commercial adviser in 202003 Jan 202020 promises to be a year of change for professionals and their firms. The post-Brexit landscape will require a period of adjustment...Read more

Adding relevant value10 Dec 19Added value is always in the eye of the beholder – what’s valuable to one contact or organisation might not be valuable...Read more

10 Trends in Today’s Pitching Landscape16 Oct 19The pitching landscape for professional firms continues to be busy, whether that’s a possible by-product of the current economic and political uncertainty...Read more

Why your Autumn BD needs a 100 day plan04 Sep 19The Autumn typically marks a very busy period for many professionals and a careful juggling act of both client work and business...Read more

2 things you should know about your client22 Jul 19The summer holiday season often gives professionals some quieter time to review how their client relationships are developing. During busy times much...Read more

How to significantly increase the referrals you receive18 Apr 19For many professionals investing time in cultivating relationships with colleagues and contacts is time well spent. One individual can, over time, send...Read more

Managing and developing client relationships12 Mar 19Often the key to a firm’s business growth lies in their current client portfolio. Work stemming from existing clients often offers greater...Read more

Foundation stones for personal business development success in 201909 Jan 19For many professionals we work with, business development (BD) has to ‘slot in’ around a myriad of other client, staff and other...Read more

How client listening can give you a competitive edge in 201911 Dec 18Read more

Pitching – what’s hot and what’s not10 Oct 18As part of good corporate governance and with an eye driving greater cost-efficiency and value from their advisers, the requirement for competitive...Read more

Cross-selling approaches which are working in today’s client relationships20 Aug 18Most professional services firms recognise their existing client base is a key source for increased revenue. Cross-selling additional support to a client...Read more

How to create new work opportunities for the second half of 201827 Jun 18We are now over the half-way point in 2018 and, for many professionals, it’s a good time to take stock of their...Read more

Spotting and converting new business opportunities with your client21 May 18A key skill of a client-focused professional is the ability to spot opportunities to further support a client – or target client...Read more

How to ‘professionally’ keep in touch with clients and contacts27 Mar 18Many professionals we work with recognise the need to keep in touch with clients and contacts, even when they are not currently...Read more

Gaining your contact’s commitment to move forward28 Feb 18In a typical working week professionals conduct several discussions, some of which hold the potential for new work opportunities to be identified...Read more

Three BD resolutions to make 2018 a successful year02 Jan 18With a New Year upon us, it’s a good time to decide on the outcomes you want to achieve in the months...Read more

Put your 2018 business pipeline on a firm footing this festive season01 Dec 17The end of the calendar year and run up to the festive holiday often marks a frenetic time for professionals. Along with...Read more

Strengthening your overseas client relationships01 Nov 17As international business becomes an increasingly strong revenue stream of many firms, some professionals find they now need to manage relationships with...Read more

Turning ideas into revenue01 Oct 17With just three months left of 2017, many professionals have an eye on their annual plans and targets. For some there may...Read more

Making the most of Autumn’s networking opportunities01 Sep 17The return to work after the summer holidays often coincides with a flurry of invitations to networking events. The Autumn networking season...Read more

Taking time out11 Jul 17For many of us the summer holiday period provides a valuable opportunity to take ‘time out’, step back and review areas such...Read more

Motivating colleagues to refer you16 Jun 17Colleagues should be a major source of work opportunities and referrals for most professionals. It makes commercial sense to blend complementary expertise...Read more

10 Business Development quick-wins for busy professionals28 Feb 17Why is it that some professionals are more successful than others when it comes to developing relationships with contacts and potential clients?...Read more

Making Training Stick22 Feb 17The Results Consultancy are delighted to announce the launch of a new white paper – Making Training Stick. It arose from...Read more

Work-winning strategies for procurement-led pitches30 Jan 17The issuing of invitations to tender shows no signs of abating, as clients continue to review the value they gain from their...Read more

Business Development activities that only take 10 minutes05 Jan 17When it comes to business development planning for the year ahead, much advice tends to focus on activities professionals can do ‘away’...Read more

8 ways to make social media support your business development12 Dec 16Social media can be a great help to professionals in keeping in touch with their network and raising their professional profile. We...Read more

7 foundations for personal business development success23 Nov 16Successful business development, like sport, involves discipline and focus. In an increasingly competitive and changing environment, it also requires adaptability. In...Read more

7 ways to succeed at difficult colleague conversations26 Oct 16Most professionals have to hold difficult conversations with colleagues at some point in their career. The ability to have effective, future-focused and...Read more

How to achieve powerful results from Business Development coaching programmes18 Oct 16The Results Consultancy team is delighted to announce our publication of a new white paper. It examines the effectiveness of business development coaching programmes...Read more

7 ways to become a more effective internal adviser07 Oct 16Business operations teams in professional firms are well-placed to become internal trusted advisers. Their specialist knowledge and involvement across the firm’s teams...Read more

7 ways to embed key client management19 Sep 16 Key Client Management (KCM) is an approach that identifies, protects and grows your most important clients – taking account also of...Read more

10 common potential client concerns and how to avoid them15 Aug 16Most professionals encounter some form of resistance from potential clients in their business development. Handled well these reservations can be overcome and...Read more

Summer reading recommendations from the Team25 Jul 16As many professionals use the next few weeks to take a well-earned break, some will also use the opportunity to think objectively...Read more

Summer BD Planning Essentials11 Jul 16With the holiday season beckoning and the second half of 2016 commencing, many professionals will be taking stock of their BD performance...Read more

How to spot opportunities with your client27 Jun 16It’s a well-known fact that is far easier to win work from an existing client, than a prospective one. The challenge for...Read more

Converting social into business conversations13 Jun 16With the summer now truly upon us, social calendars are filling up to make the most of the long days and better...Read more

Winning Business Digest Packages02 May 16We know how time consuming and costly it can be for Business Development and Learning & Development teams to support their professionals...Read more

New SCORM compliant BD E-learning modules for hungry Learning Management Systems04 Apr 16We are delighted to announce the launch of a series of SCORM-compliant business development e-learning modules, which can be dropped straight into...Read more

Reap the benefits by building greater resilience in your BD approach21 Mar 16BD resilience is often a key factor behind one professional’s success compared to another. That more robust approach, which the professional has...Read more

8 tips for leading pitches03 Mar 16With the continued pressure on leaders in professional firms to win work, it’s important to have the right approach to leading pitches....Read more

Francesca Ayers Joins The Results Consultancy02 Mar 16We are delighted to announce that Francesca Ayers has joined The Results Consultancy Team as an Associate Director. Francesca is a pitching...Read more

9 ways to strengthen your BD resilience01 Feb 16BD resilience is often a key factor behind one professional’s success compared with another. The more robust approach of the successful professional...Read more

BD planning essentials for a successful 201608 Jan 16Our first e-newsletter of the year took a closer look at BD planning and shared practical tips and a helpful guide to...Read more

9 ways to engage Associates in managing client relationships30 Nov 15As professional firms extend their client development programmes beyond key clients, they face the challenge of how to resource a larger number...Read more

Beyond The Trusted Adviser – the five faces of the new model professional25 Nov 15We are delighted to announce the publication of a new piece of research by The Results Consultancy. Beyond The Trusted Adviser –...Read more

8 steps for creating a high-performing team23 Sep 15As we head towards the last quarter of the calendar year, professionals often use the month of September as a time to...Read more

What clients want from their advisers09 Sep 15Our latest e-newsletter is now out and features a highly engaging and insightful article on what clients want from their advisers. Guest...Read more

7 ways to a really effective Board05 Aug 15 We’re delighted that our latest Winning Business Digest is guest authored by Ian White. Ian’s background is as a Lawyer, Chief Legal...Read more

Dan Leatherdale joins The Results Consultancy29 Jul 15We are delighted to announce that Dan Leatherdale has joined The Results Consultancy Team as an Associate Director. Dan is a highly experienced...Read more

7 ways to get the most from LinkedIn update21 Jul 15 You may have noticed that LinkedIn has made a number of changes to its site in recent months. As a result...Read more

Our new Internal Trusted Adviser programme15 Jul 15 In addition to the partner and fee-earner training The Results Consultancy delivers, we are increasingly being asked to help professionals in...Read more

5 ways to play to your strengths30 Jun 15In most areas of people’s lives there is a tendency to focus on the areas we are not so good at in...Read more

Leadership Essentials workshops launched17 Jun 15To compete effectively in a crowded advisory market, professional services firms are looking to create a high performance culture. This relies on highly...Read more

6 ways to boost personal impact and influence29 May 15Impact and influence are often a major factor in why some professionals get things done, whilst others don’t. These two key ingredients...Read more

7 strategies for managing and developing client relationships29 Apr 15As well as re-commissioning work, loyal clients are also a good source of new work opportunities – either for their own needs,...Read more

John’s simple BD actions to fit into busy days15 Apr 15It is good to see more business confidence in the professionals we meet. Many are very busy with work opportunities but mindful...Read more

7 secrets of a powerful presentation31 Mar 15If there is one skill that is essential for raising a professional’s profile, it is the ability to pull together a talk...Read more

A checklist to get your pitch guidelines fit for the 2015 challenge18 Mar 15Despite more favourable economic forecasts, the practice of clients reviewing their investment in advisers only looks set to continue in 2015. This...Read more

7 ways to spot new business opportunities with your client23 Feb 15Our latest Winning Business Digest examines the challenge of spotting opportunities to further support a client or target client – and then...Read more

The rising attraction of webinars18 Feb 15Over the last month we’ve seen a rise in enquiries for our webinar programmes – particularly from international firms. Webinars are...Read more

6 keys to effective delegation and team motivation30 Jan 15Our latest Winning Business Digest tackles the challenge of motivating and delegating to team members effectively. Few professionals dispute the benefits of...Read more

Win new work through your business writing19 Jan 15Our latest e-newsletter shares 5 ways to win work through business writing. Professional services firms have always recognised the value of writing...Read more

5 components for a successful 2015 BD plan07 Jan 15Returning to work after the festive holidays, many professionals use the opportunity to look at the year ahead and establish plans to...Read more

Season’s Greetings19 Dec 14We would like to wish you a very Happy Christmas and prosperous 2015. This year instead of sending out Christmas cards we...Read more

8 strategies for effective fee negotiation05 Dec 14Our research in the sector has found that, despite an upturn in the economy this year, clients of professional services firms continued...Read more

How was the year for you?24 Nov 14As we head into the final month of the year, many professionals will be taking stock and assessing their business development (BD)...Read more

Have a more effective Christmas networking season12 Nov 14With the Christmas networking season nearly upon us, we’ve put together a Winning Business Digest that shares 8 essentials for working the...Read more

Winning Business Digests – what BD topics interest you?26 Sep 14Over the last two years our Winning Business Digests have shared practical tips for tackling a broad range of business development issues....Read more

Could coaching give your BD a boost this Autumn?10 Sep 14The return to work after the summer holidays often prompts professionals to set plans for the Autumn – particularly in relation to...Read more

7 ways to get the most from LinkedIn28 Aug 14Most professionals recognise that LinkedIn is an important social network for business people. It enables them to stay informed about their network...Read more

Managing critical client conversations – protecting your profitability14 Aug 14You probably know the well-known fact that if you give a 10% reduction in the top line fees (revenues) on a matter...Read more

Webinar topics23 Jul 14We’ve experienced increasing interest in our webinar workshops recently. These enable firms to deliver BD skills training to their professionals across multiple...Read more

8 essentials for writing work-winning pitch documents30 Jun 14 Our latest Winning Business Digest addresses the often-asked question – ‘Just how do you write a work-winning pitch?’ Of course...Read more

Vital Topics – a new series of client relationship management workshops28 Apr 14The Results Consultancy has just launched a new series of workshops focused on the latest client relationship management approaches in the professional...Read more

7 strategies to maximise job profitability16 Apr 14Job profitability is the goal of many professional firms and stems from good pricing, clear engagement terms, project control, frequent client communication...Read more

Developing financially informed professionals – new workshops14 Mar 14Instilling commercial acumen and effective financial management right across their professionals is a major priority for firms in the current climate. ...Read more

6 ‘must do’s’ to maximise results from your BD coaching programme21 Feb 14Despite the difficult economic climate, the last few years have seen a significant rise in the use of coaching in the professional...Read more

Gaining a competitive edge from client feedback22 Jan 14Our Winning Business Digest this month looks at five highly valuable opportunities to gather client feedback. They enable firms to view their...Read more

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