News

Our new Internal Trusted Adviser programme

15 July 2015

Internal Trusted Adviser Cover

 

In addition to the partner and fee-earner training The Results Consultancy delivers, we are increasingly being asked to help professionals in support functions also.

 

Be it BD and Marketing, HR and Learning & Development, IT, Operations, Finance or In-house Legal teams, professionals in these areas have to secure buy-in from their ‘internal’ clients in order to perform effectively in their role and implement the tasks, projects and initiatives.

 

From…

Leadership Essentials workshops launched

17 June 2015

Leadership Essentials Cover

To compete effectively in a crowded advisory market, professional services firms are looking to create a high performance culture. This relies on highly motivated and engaged individuals and teams delivering outstanding results to help their firm stand out from the competition.

Good leadership and management capabilities have never been so important to retain and inspire high performing individuals. Good leadership requires skill, yet the development of these vital skills is…

A checklist to get your pitch guidelines fit for the 2015 challenge

18 March 2015

Pitching challengeDespite more favourable economic forecasts, the practice of clients reviewing their investment in advisers only looks set to continue in 2015. This means that the pitching landscape is as busy as ever.

A changing pitching landscape
Firms are continually fine-tuning their pitching approach to respond to new client demands and preferences.

Given the time and energy required for each tender, firms can easily burn a hole in their profitability when it comes…

The rising attraction of webinars

18 February 2015

Webinars from The Results ConsultancyOver the last month we’ve seen a rise in enquiries for our webinar programmes – particularly from international firms.

 

Webinars are a cost-efficient and highly effective means of sharing BD insight and best practice with multi-territory teams. They have enabled many of our client firms to successfully implement specific BD initiatives simultaneously across multiple offices.

 

Our webinar programmes blend practical tips and advice-sharing with interactive opportunities for the delegates…

Win new work through your business writing

19 January 2015

Content overview graphicOur latest e-newsletter shares 5 ways to win work through business writing.

Professional services firms have always recognised the value of writing and sharing content as part of their marketing and client development strategy. Indeed, significant time is invested in creating brochures, articles, guides, white papers, blogs and social media updates.

The explosion of digital media has made it easier than ever before to publish and share content. But, conversely,…

Season’s Greetings

19 December 2014

Christmas greetingWe would like to wish you a very Happy Christmas and prosperous 2015. This year instead of sending out Christmas cards we have given a donation to Springhill Hospice.

Springhill provides specialist palliative care for people with life-limiting illnesses and we know from first hand experience that the team there do a fantastic job. It is an independent charitable organisation and has to rely on voluntary…

8 strategies for effective fee negotiation

05 December 2014

WBD29 Fee negotiationOur research in the sector has found that, despite an upturn in the economy this year, clients of professional services firms continued to face increasing pressure to reduce costs and work to fixed budgets.

As a result many are rejecting old hourly rate pricing models and insisting their professional advisers come forward with alternatives such as fixed or capped fees.

At the same time, trust and the quality of the…

Managing critical client conversations – protecting your profitability

14 August 2014

home-clientsYou probably know the well-known fact that if you give a 10% reduction in the top line fees (revenues) on a matter it has the effect of a 30% hit on your bottom line profit for the job. If you don’t believe us, check it out with your finance team.

 

Struck by this, and recognising the critical importance of maintaining profitability on assignments, we have developed a half day workshop….

Webinar topics

23 July 2014

webinars

We’ve experienced increasing interest in our webinar workshops recently.

These enable firms to deliver BD skills training to their professionals across multiple locations – helping them to embed best practice and a consistent approach.

Webinars also assist those firms in minimising the travel and other related training costs.

In response to the interest we’ve received, we’ve put together this overview of the webinar topics we cover and you can also find out…

8 essentials for writing work-winning pitch documents

30 June 2014

Pitch writing essentials

 

Our latest Winning Business Digest addresses the often-asked question – ‘Just how do you write a work-winning pitch?’

 

Of course few people secure every piece of business they bid for – and there are many more facets to winning a pitch than writing an effective document. Many teams, however, do continue to lose pitches because they fail to write a readable, engaging proposal that sets out why they…