Prospecting is often the least enjoyed and most ignored element of pipeline management.  It’s laborious, can be thankless and generates...

At the top of the BDET (Business Development Egg Timer) are the contacts and these typically include all that encompass your BD universe:...

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...