PLyOct 45 min readlead generationProspecting, the necessary evil?Prospecting is often the least enjoyed and most ignored element of pipeline management. It’s laborious, can be thankless and generates...
PLyMay 213 min readpipelineContacts: Find and engageAt the top of the BDET (Business Development Egg Timer) are the contacts and these typically include all that encompass your BD universe:...
PLyApr 20, 20234 min readaccount managementDriving and Defending Revenue Part Three: ResourcingThe strategy is sound and understood. The focus and accountabilities are agreed, so why aren’t you yielding the expected results?...
PLyApr 15, 20234 min readaccount managementDriving and Defending Revenue Part Two: BD ActivityBusiness development across PS firms has professionalised dramatically over the last decade. Account management, targeting programmes,...
PLyApr 7, 20234 min readaccount managementProfessional Services: Driving and Defending Revenue. Part OneDriving and defending revenue - where best to focus?
