PLy
BDDD... Assessing sales and marketing in B2B businesses
PE is increasingly interested in B2B businesses. A critical, and occasionally overlooked, element of due diligence is an assessment of...
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PLy
Oct 29, 20235 min
Ramping Up Research. Maximising your research resource
As a researcher at heart, it has been encouraging to witness an increase in research and analysis efforts in the last few months across...
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PLy
Jan 13, 20226 min
Nurturing BD Effectiveness
The ability to win and retain clients is critical to the growth, or even survival, of professional services firms. Whether you are...
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PLy
Apr 21, 20214 min
Driving and Defending Revenue Part Three: Resourcing
The strategy is sound and understood. The focus and accountabilities are agreed, so why aren’t you yielding the expected results?...
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PLy
Apr 15, 20214 min
Driving and Defending Revenue Part Two: BD Activity
Business development across PS firms has professionalised dramatically over the last decade. Account management, targeting programmes,...
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PLy
Apr 8, 20214 min
Professional Services: Driving and Defending Revenue. Part One
Driving and defending revenue - where best to focus?
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PLy
Oct 23, 20204 min
The Magnificent (-ly insightful) Seven. Key questions to help refine your strategy
The pandemic and its long-term impact will drive the vast majority of professional service (PS) firms and their clients to revisit their...
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PLy
Sep 11, 20201 min
Any gaps in your pipeline management?
I was discussing the key pipeline stages earlier in the week with a BD Director colleague. We looked to map the interrelationships...
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