Prospecting is often the least enjoyed and most ignored element of pipeline management. It’s laborious, can be thankless and generates lower immediate returns than focusing on existing clients. It’s also critical and made a little easier by AI. Many firms face stagnant or even shrinking markets which can lead to a decline in fees, as clients and referrers consolidate or shift advisers. Here are ten tips that professional services firms can follow to maintain a healthy addre

Fantastic news, your efforts have resulted in a proposal request. Whether a half-page follow up to a positive meeting, or a 60-page RFP response, pitches and proposals are refreshingly binary – you win or you don’t. Let’s look at three of the key areas where you can improve your conversion rate or maintain your winning streak through continuous improvement and we’ll also have a quick look at pitfalls. 1.Systems “ We don’t do boilerplates, we tailor everything ” said the pers

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

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 of a key client programme to the classic sales pipeline to create the catchily-titled BD Egg Timer - or BDET. The business development egg timer or BDET The BDET consolidates the sales pipeline and the typical goals of a client programme, providing full visibility of the revenue opportunities and threats. All professional services businesses

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