In this series I’ll take a chronological look at the typical steps taken to identify, win, grow and defend clients. I’ve added elements...

As PE increases its footprint across professional services businesses, a critical, and occasionally overlooked, element of due diligence...

As a researcher at heart, it has been encouraging to witness an increase in research and analysis efforts in the last few months across...

The ability to win and retain clients is critical to the growth, or even survival, of professional services firms. Whether you are...

I was discussing the key pipeline stages earlier in the week with a BD Director colleague. We looked to map the interrelationships...

The strategy is sound and understood. The focus and accountabilities are agreed, so why aren’t you yielding the expected results?...

Business development across PS firms has professionalised dramatically over the last decade. Account management, targeting programmes,...

Driving and defending revenue - where best to focus?

The pandemic and its long-term impact will drive the vast majority of professional service (PS) firms and their clients to revisit their...