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Added value is always in the eye of the beholder – what’s valuable to one contact or organisation might not be valuable to another.

Typical ‘added value’ approaches used by firms, such as bulletins, training and even secondments have now become commonplace with clients expecting them as part of the standard service. In some cases, added value originally designed to foster greater goodwill and client loyalty has been reduced to commodity status.

At…

10 Trends in Today’s Pitching Landscape The pitching landscape for professional firms continues to be busy, whether that’s a possible by-product of the current economic and political uncertainty is hard to say. What is clear though is that clients are showing an increased keenness to review the value they gain from their advisers and re-assess their professional services expenditure and preferred firms.

In the current pitching environment, new approaches are emerging on both the…

The Autumn typically marks a very busy period for many professionals and a careful juggling act of both client work and business development (BD). This year many firms also face a time of political and economic uncertainty in their key markets.

Whatever the changes ahead, those professionals who maintain a regular BD approach will be more effective and successful at supporting clients and contacts, spotting opportunities and converting them…

For many professionals we work with, business development (BD) has to ‘slot in’ around a myriad of other client, staff and other business responsibilities. And yet how successful a professional is in attracting new work greatly influences the status they achieve in other areas of their professional life.

It’s important not to treat BD as a luxury – something to be actioned when more time magically appears in the diary. Instead, the…

Naturally, all firms are keen to retain and develop their current client relationships. Retention makes sound commercial sense and can significantly reduce the cost of sale of new work streams.

To retain their clients though, firms need to continually find ways to add value to them. This is largely dependent on how well the firm understands what their clients want and how client contacts feel about the…

Latest pitching approaches As part of good corporate governance and with an eye driving greater cost-efficiency and value from their advisers, the requirement for competitive pitching skills is always present for professional firms.

In recent years firms have become more professional and robust in their approach to pitches. So much so that we’re often asked how teams can stand out against highly competitive quality firms.

From our research, and day to day work helping teams…

Cross-selling approaches Most professional services firms recognise their existing client base is a key source for increased revenue. Cross-selling additional support to a client is often an easier opportunity to convert and comes with a lower cost of sale.

We do, however, come across professionals who say they are uncertain about how best to cross-sell and, in particular, introduce colleagues into their client relationships. So in this article we’ve shared some of the…

We are now over the half-way point in 2018 and, for many professionals, it’s a good time to take stock of their business development (BD) efforts to date – as well as make plans for the remainder of the year. And with the summer break coming up (and hopefully some quieter moments), we’ve collated some tips to help you review and plan your BD approach in the months ahead.

In particular we’ve focused…

Spotting opportunities in business A key skill of a client-focused professional is the ability to spot opportunities to further support a client – or target client – and then gain the decision-maker’s commitment to work with them.

In this article we focus on some of the skills for spotting new work opportunities in your client base. We have also shared techniques to help you convert those opportunities into business, without the need for you…

Ideas to keep in touch with clients Many professionals we work with recognise the need to keep in touch with clients and contacts, even when they are not currently working with them. The challenge for some is how to do this in a way that comes across as positive and not ‘salesy’. In some cases it puts professionals off reaching out to their contact altogether.

The risk of not keeping in touch

But by failing…

Adding relevant value

10 Trends in Today’s Pitching Landscape

Why your Autumn BD needs a 100 day plan

Foundation stones for personal business development success in 2019

How client listening can give you a competitive edge in 2019

Pitching – what’s hot and what’s not

Cross-selling approaches which are working in today’s client relationships

How to create new work opportunities for the second half of 2018

Spotting and converting new business opportunities with your client

How to ‘professionally’ keep in touch with clients and contacts

The risk of not keeping in touch