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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 addressable market....

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 person that has never...

Last time we looked at contacts , focusing on how to leverage and broaden your addressable market. Now we turn to lead generation and...