Make Sales and BD a superpower in your firm

Professional Services is a highly competitive market. Winning new work while retaining existing clients is hard. But most firms are reliant on a small number of partners to bring in the business. The majority of practitioners are neither skilled, comfortable or motivated to build new relationships, create new opportunities and convert those opportunities into profitable revenues.

I've seen this challenge first hand in multiple firms, I've been in client service and I understand that pressure. I've seen what works and why.  

The first task is to equip your practitioners with the knowledge, the skills and the confidence to be effective business developers. I am highly experienced in designing and delivering Sales and BD training programmes for professional services firms, rooted in research-backed best practices and my own 30+ years of experience in the sector.

Training without follow up has limited value. The most effective firms put in place a range of measures, processes, structures and incentives to reinforce highly effective BD behaviours. I design this for your firm to turn highly effective BD into a growth engine for your firm, not a flash in the pan.

The aim is to instill a genuine BD culture across all levels and areas of the firm, in which everyone contributes to the firm's success, in which BD activities are highly valued, collaboration is strong and everyone understands the role they can play. There is an appetite for learning, continuous improvement and innovation to keep the firm ahead of the competition.

The most effective firms are embracing AI and other technologies to drive their success. They know that if they don't, their competitors will. Being on the front foot here, but also smart to ensure that technology is used to optimise both efficiency and effectiveness, is critical.