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A Client's Perspective
Subject: Succesful pitch
Publication: Legal Week
Written by: Gary Williams
Ever considered what is going through a potential client’s head when you pick up the phone to them? Gary Williams enters the mind of a chief executive and reveals the secrets of a successful pitch.

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A little bit of TLC
Subject: Client Care
Publication: RICS Business
Written by: Paul Matthews
Looking after and nurturing your clients can mean repeat business in an increasingly competitive marketplace, says Paul Matthews. Here he outlines some key ways to protect your clients from competitor advances.

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A matter of matchmaking - how to attain coaching success
Subject: Coaching
Publication: LETG Newsletter
Written by: David Tovey
Coaching gives an individual the opportunity to gain help and support that is 100% focused on overcoming particular challenges they face. Given the time pressures lawyers face today, this is becoming very attractive and often requested.

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Achieving the balance
Subject: Leadership
Publication: The Actuary
Written by: David Tovey

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Added Value: give something extra
Subject: Added value
Publication: Best Practice Magazine
Written by: Romey Ghadially
Added value isn’t about just doing a good job. Get it right and it can boost profitability levels and lead to a more loyal client base.

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Agencies are spreading themselves too thinly in the chase for business
Subject: Media agencies pitching for business
Publication: Media Week
Written by: Paul Denvir
Media agencies are currently spreading themselves too thinly and pitching for every opportunity that comes their way. Paul Denvir says that a few searching questions before pitching could be the difference between winning, losing - or not pitching at all.

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Agencies 'chase too much business'
Subject: Managing Key Clients 2004 - Marketing Services
Publication: Media Week
Written by: Media Week
New report criticises media buying agencies for approach to pitching and warns of further pressure on fees

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Agencies waste time on pointless pitches
Subject: Managing Key Clients 2004 - Marketing Services
Publication: New Media Age
Written by: Claire Armitt
Four-fifths of interactive agencies would pitch for jobs they were unlikely to win, a new study reveals.

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All aboard?
Subject: Business development
Publication: PSMG Magazine
Written by: David Tovey and Stuart Dey
If a destination for your firm is client base expansion, how easy is it proving to get everyone on board? Have you set off yet? Or are you all still waiting at the station, or even having difficulty getting everyone on the platform?

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And today's in-store offer is...
Subject: Cross-selling
Publication: PM Magazine
Written by: John Monks and Paul Telfer
John Monks and Paul Telfer, discuss how to motivate clients to want to buy more of your services.

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Are agencies chasing their own tails over new business?
Subject: Managing Key Clients 2004 - Marketing Services
Publication: Media Week
Written by: Tony Lithgow
Even the biggest agencies are admitting to spreading themselves too thinly in the race to sign up more clients.

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Are your client relationships strong enough to last?
Subject: Managing Key Clients 2004 - Marketing Services
Publication: Financial Times
Written by: Emiko Terazono
No one wants to lose business. So what do you do to prevent it? We analyse research on client management and take a light-hearted look at the views of some agency types.

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Being better placed to win
Subject: Internal Communication
Publication: Professional Marketing Magazine
Written by: Paul Matthews and Paul Denvir
The power of internal communication and client management in business development.

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Being seen in a new light
Subject: Local authority ICT
Publication: Socitm News
Written by: Tim Rusling
Some Local Authority ICT units tell us they sometimes struggle with other departments pigeon-holing them for offering a particular service. This can cause them to work reactively and not always to the full extent of their ability.

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Brand differentiation: nothing left to chance
Subject: Referral network
Publication: Accountancy Age
Written by: Romey Ghadially
A sound network of contacts is vital to the long-term success of any practice, but finding and keeping contacts is the tricky bit.

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Bridging the gap
Subject: Measuring marketing and business development. The business development process
Publication: Accountancy Age (Best Practice)
Written by: Kevin Walker

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Brilliance in business development
Subject: Business development
Publication: Professional Marketing Magazine
Written by: John Monks
Over the last year we’ve discussed the six attributes of really great firms. So far we’ve examined how they decide who (and where) they want to be and we’ve explored the nuances of their leadership and their people. We’ve also revealed the factors behind their ability to differentiate and focus on service streams that attract great clients. Now it is time to look at their philosophy and approach to business development.

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Bringing Home the Bacon
Subject: New business development
Publication: Accountancy Magazine
Written by: John Monks & David Tovey
Lawyers v accountants. Who's the best at winning more business?

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Build an effective referral network
Subject: Referral networks
Publication: Professional Marketing
Written by: Romey Ghadially
What’s at the heart of a referral network? Romey Ghadially, of The PACE Partners, looks at the key activities needed to build such networks.

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Building the future
Subject: Client relationships
Publication: Legal Week
Written by: Paul Denvir and Tim Nightingale
With the traditional litigation market shrinking, it is important to adjust your approach in order to remain a leading and profitable player, say Paul Denvir and Tim Nightingale.

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Built to last
Subject: Client relationships in professional services
Publication: The Marketer
Written by: Michelle Gahagan and John Monks
Greater choice in the modern marketplace means that clients are more likely to change their advisors than in the past. Michelle Gahagan and John Monks explain how to keep hold of your key business partners.

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Business Body-Building
Subject: Business Development Training
Publication: Legal Week
Written by: David Tovey
How can you really hit your fee income targets? Bringing in new business is a daunting prospect for lawyers at all levels. David Tovey offers his advice on how to get the most out of business development training.

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Business development - the client base
Subject: Business development. Targeting
Publication: PSMG Newsletter
Written by: John Monks

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Can cross-selling work in professional services?
Subject: Cross-selling
Publication: PSMG news
Written by: John Monks

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Career Development - Coaching
Subject: Coaching
Publication: www.qsweek.com
Written by: Romey Ghadially
As a way to develop new skills, behaviours and practices, coaching, offers a means of building effective self-development into busy daily routines.

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Clients deserve a hearing
Subject: Listening Skills
Publication: Estates Gazette
Written by: Paul Denvir
All ears Really listening to your clients will generate greater value for them and will win more lucrative contracts for your business, writes Paul Denvir.

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Competitors: out for the count
Subject: Business development strategies. Selling skills
Publication: Axiom
Written by: Dr Clifford Ferguson Ferguson, Kevin Walker and Paul Denvir

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Concentrating on the clients you've got
Subject: Client relationship management
Publication: PM Magazine
Written by: Gary Williams
Gary Williams, of The PACE Partners, discusses ways in which firms can concentrate on their existing clients

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Courting Clients
Subject: Client relationship management
Publication: Accountancy Age Best Practice Magazine
Written by: John Monks
You may think your clients are faithful to your firm, but rivals are probably making advances on them. John Monks tells how to put the ‘love’ back into your client relationships.

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Creating a dream client list
Subject: Creating new clients
Publication: Practice Society Newsletter
Written by: John Monks
What will your ideal client base look like in two to three years time? Invariably many firms say it will be different to their current one.

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Creating New Clients - Book Review
Subject: New business development
Publication: Professional Marketing
Written by: Heather Bernini
A review of Creating New Clients book

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Differentiation - it's only human
Subject: Business Development. Marketing. Differentiation
Publication: Construction Marketer
Written by: Clifford Ferguson

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Don't put yourself down
Subject: Pitching and Procurement
Publication: Axiom
Written by: John Monks
Increasingly professional services firms are encountering procurement professionals when pitching for new business. The role of these professionals is not necessarily to drive down the fees.

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Events - making them work for you
Subject: Events
Publication: qsweek.com
Written by: Michelle Gahagan
QS firms invest significant sums of money, time and energy on their client events. With the summer corporate hospitality season around the corner, here are some ideas on how to make your event a truly great one, one that actively contributes to the bottom line.

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Fathoming the unfathomable
Subject: Client expectations
Publication: PM Magazine
Written by: Gary Williams and John Monks
To avoid falling out, firms must understand their clients' expectations and adapt to satisfy them. But what do you do if the expectations are unreasonable? How can firms keep clients without hammering their profitability?

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Follow my leader
Subject: Leadership
Publication: Accountancy Magazine
Written by: Paul Denvir
Cultivating leaders has not always been a priority for accountancy practices. Paul Denvir suggests steps firms can take in selecting and developing staff and ensuring a more successful future.

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Generating a better return from client events - Part one
Subject: Events
Publication: www.legalhub.com
Written by: Michelle Gahagan and Shelley Hill
Client events don’t come cheap and running them only makes sense if you plan to make tangible returns from hosting them. In the first of two articles on the subject of client events, Michelle Gahagan and Shelley Hill suggest some tactics for ensuring that your clients attend and value your firm’s event.

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Generating a better return from client events - Part two
Subject: Events
Publication: www.legalhub.co.uk
Written by: Michelle Gahagan and Shelley Hill
To be successful, scrupulous planning is a key requirement of running any client event. Excellent preparation, fielding your own best people to play host, and post event follow-up are absolute essentials in making the most of such opportunities. In the second article on the subject Michelle Gahagan and Shelley Hill offer some advice.

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Get the best from BD training
Subject: Business development training
Publication: Professional Marketing Magazine
Written by: John Monks and Paul Matthews
Marketers, business developers and their collegues in HR have had a great role to play in ensuring their firms turn BD training into real new business opportunities.

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Get the best return on training
Subject: Training
Publication: www.qsweek.com
Written by: Michelle Gahagan
What QS firm doesn’t want new business? It’s a key desire of most and one that forces many to invest heavily in business development training for their people. But once back in the office QSs sometimes struggle to apply their learning. How can this be avoided and how can your firm ensure its investment in business development training does result in new business?

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Getting a better return
Subject: Training
Publication: LETG Newsletter
Written by: Gary Williams
Throughout the UK, Law firms are spending thousands and thousands of pounds in developing the business development capabilities of their fee-earners. Behind this investment is a keen ambition to secure new business and generate greater top line growth. But does this investment always bring the desired return?

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Getting new clients
Subject: New clients
Publication: QS Week online
Written by: Paul Denvir
Research suggests client's dislike and are resistant to unsolicited approaches, so we do not advocate cold calling. Besides QS's hate cold calling as it goes against their ethics and sense of professionalism!

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Getting onto the pitch lists you really want
Subject: 'Beauty Parade' series of articles 2 of 4
Publication: psmg
Written by: Paul Telfer
All too often the time-frame from an invitation to pitch arriving to the point when a submission needs to be sent is very short. It rarely gives a good opportunity for a firm to really get to know the prospect client, let alone put together a really tailored solution.

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Go the extra mile
Subject: Added Value
Publication: RICS Business
Written by: John Monks and Romey Ghadially
Adding value is all about delivering services over and above expectations, explain John Monks and Romey Ghadially.

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Good marketing bears fruit
Subject: Marketing
Publication: Practice Matters
Written by: Michelle Gahagan and John Monks
Some small businesses see marketing as a luxury – one that they’d love to do, but feel they can’t afford. The ‘marketing needs mountains of money’ misconception often prevents many small accountancy firms growing their client portfolios.

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Great firms: great people, Or great people: great firms?
Subject: Great firms
Publication: Professional Marketing magazine
Written by: Michelle Gahagan David Tovey and John Monks
In this next installment of their six part series revealing the secrets of great firms, PACE turn their attention to the make or break component of professional services, the people.

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Greed bows to ethics
Subject: Cross-selling
Publication: Estates Gazette
Written by: Paul Denvir

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Hanging tough
Subject: Business development strategies
Publication: In Brief Magazine
Written by: Clifford Ferguson

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Headhunting - integrating your talent
Subject: Recruitment
Publication: www.qsweek.co.uk
Written by: David Tovey
Many property firms headhunt outstanding QSs from rivals to bring that person’s greatness into their own organisation. But this doesn’t always bring the rewards that were originally intended. The headhunted QS finds the new firm’s culture and systems at odds with the very things that made them great at their previous employer.

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Hitting the right notes
Subject: Staff retention
Publication: RICS Business
Written by: Paul Denvir and David Tovey
Spring is in the air and the nights are finally getting lighter. There’s a chance to re-energise and, for many facing a new financial year, a chance to plan how best to grow in the uncertain and possibly rocky times ahead.

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How to build an effective referral network
Subject: Referral networks
Publication: Legal Hub
Written by: Romey Ghadially
New lead generation through client testimonials and referrals should be actively encouraged says Romey Ghadially. Here, he offers some practical advice and tactics, which can be used to secure them.

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How to handle a client meeting
Subject: Client meetings
Publication: QS Week Online
Written by: Gary Williams
When approaching a client meeting, beware the trap of going into the meeting unprepared. It sounds obvious, but we have seen many busy QS professionals fail to allocate enough time to prepare a good approach. The more time you can devote to preparation, the better the meeting experience will be for you and the client.

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How to juggle for fun and profit
Subject: Business development
Publication: Estates Gazette
Written by: Helen Osborne

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How to manage 'bluebirds'
Subject: 'Beauty Parade' series of articles 3 of 4
Publication: psmg
Written by: Paul Matthews
What are they? Bluebirds are those new business opportunities, which seem to fly in through the window. Many professional services firms are tempted to pitch for every bluebird that comes their way, but this may not be a profitable use of their resources in the long-term. In this, our third article in our ‘beauty parades’ series for psmg, we look at how firms can evaluate a bluebird to assess whether they should pitch for it. We will also look at how a firm can maximise its chances of converting that bluebird into real fee-income.

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Identifying prospective clients
Subject: Business development. Targeting
Publication: Construction Marketer
Written by: David Tovey

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Improving our chances
Subject: 'Beauty Parade' series of articles 4 of 4
Publication: psmg
Written by: John Monks
In this final article in our ‘Beauty Parades’ series, we focus on the pitch itself and give some tips on tactics that can be used to improve a professional services firm’s chances at winning.

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In search of greatness
Subject: Fantastic Firms
Publication: Accountancy Magazine
Written by: John Monks/ David Tovey
What is the difference between a reasonably successful firm and a really great one?

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Is cross-selling ethical?
Subject: Cross-selling
Publication: Construction Marketer
Written by: Paul Denvir

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Jekyll or Hyde
Subject: Cross Selling
Publication: Accountancy Magazine
Written by: Paul Matthews and Paul Telfer
How do you strike the balance between keeping your clients informed as to all the services you offer, and avoid coming across a pushy salesman?

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Know your client
Subject: Creating New Clients
Publication: New Civil Engineer
Written by: Paul Matthews and Paul Telfer
New research shows that engineers score better than most professions in tendering for new projects. And they could increase the success with close study of the client.

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Know Your Client
Subject: Competitors
Publication: Estates Gazette
Written by: Romey Ghadially and Gary Williams
Property advisers need to keep their wits about them in a downturn if they are to fend off competitors. Romey Ghadially and Gary Williams advise on how to keep clients happy and forestall competitive advances.

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Leaders by example
Subject: Leadership
Publication: axiom
Written by: David Tovey
David Tovey argues that, contrary to popular belief, leaders aren't born, they're made.

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Leaders to profit
Subject: Leadership
Publication: Estates Gazette
Written by: David Tovey

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Leadership challenge
Subject: Leadership
Publication: New Civil Engineer
Written by: David Tovey

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Leading business development initiatives
Subject: Leading Business Development
Publication: PM Forum Magazine
Written by: David Tovey
There are lots of firms attempting new business or cross-selling drives. Why do so many flounder and what can be done to make them successful? David Tovey offers some suggestions.

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Leading teams
Subject: Leadership
Publication: In Brief Magazine
Written by: David Tovey

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Letters to the Editor
Subject: Business development
Publication: The Times
Written by: Paul Denvir

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Listen and learn
Subject: Business development training
Publication: New Civil Engineer
Written by: New Civil Engineer
Atkins describes their training for middle managers

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Listen Up
Subject: Listening skills
Publication: Accountancy Age - Best Practice Magazine
Written by: Paul Denvir
Lending an ear to your clients’ concerns will ensure you present tailored solutions to their problems.

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Love Me Tender
Subject: Invitations to tender
Publication: Practice Matters
Written by: Gary Williams and John Monks
Responding to invitations to tender can be a costly business, irrespective of whether you can win, but especially if you lose. So does it make sense to do it, ask Gary Williams and John Monks.

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Love My Tender
Subject: Beauty Parades and pitches
Publication: Legal Week
Written by: Paul Telfer
There is more to winning a pitch than silky-smooth presentation skills. The most successful firms are learning to focus their resources on the clients that matter most – and getting to know what makes those clients tick. Paul Telfer reports

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Make your best bid
Subject: Procurement
Publication: Accountancy Age
Written by: John Monks
Contracting out is no longer purely a public sector pursuit. If shrewd, firms can profit greatly from tendering by private companies.

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Making added value a reality
Subject: Added value
Publication: Axiom
Written by: Gary Williams
In a highly competitive world where law firms are trying to distinguish themselves, the term ‘added value’ has become very popular. Many firms, in their promotional material, do indeed promise to ‘add value’ in some way. But do people know what it really means and do clients believe they are truly getting it?

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Making it happen - the importance of leadership
Subject: Leadership
Publication: Professional Marketing Magazine
Written by: David Tovey
In research carried out by The PACE Partners, leadership repeatedly crops up as a key driver in the success of outstanding firms. But what does good leadership look like in these professional services businesses?

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Managing key clients
Subject: Key client management
Publication: Construction Marketer
Written by: Dr Clifford Ferguson

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Managing the Sales Process
Subject: Business development
Publication: Professional Marketing
Written by: Kevin Walker and Paul Denvir

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Masters of contentment
Subject: Client relationship management
Publication: Estates Gazette
Written by: Kevin Walker

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Money talks
Subject: Negotiation
Publication: Legal Week
Written by: Paul Denvir and Paul Matthews
Law firms should not be afraid to broach the subject of fee negotiations for fear of clients baulking at the mention of money. Paul Denvir and Paul Matthews offer advice on how to close a deal with confidence.

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One eye on the prize
Subject: Measuring marketing and business development. The business development process
Publication: Legal Week
Written by: Clifford Ferguson and Paul Matthews
Although law firms are spending a significant proportion of their budget on marketing and business development, they need to concentrate more on how to measure its effectiveness in order to reap the benefits, say Clifford Ferguson and Paul Matthews.

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One step too far
Subject: Added value
Publication: Accountancy Age Best Practice magazine
Written by: Paul Denvir
The secret to providing added value is to give client what they want - not what they don't, writes Paul Denvir

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Our esteemed advisers in the marketing department
Subject: Marketing trusted advisers
Publication: PM Magazine
Written by: Michelle Gahagan
Michelle Gahagan, of The PACE Partners, looks at the importance of contact marketing and the need for successful collaborations between fee-earners and marketing departments.

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PACE unveils new client-winning tool
Subject: Software
Publication: Legal IT
Written by:
Consultancy business The PACE Partners has launched a new software application aimed at winning and retaining clients.

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Pampering for the beauty parade
Subject: Beauty parades and pitches
Publication: Accountancy Magazine
Written by: Paul Telfer
Accountancy firms spend thousands of hours every year preparing for and delivering pitches and proposals.

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PR firms must dump unprofitable clients
Subject: Managing Key Clients 2004 - Marketing Services
Publication: PR Week
Written by: Gidon Freeman
The description of the state of the PR industry in The PACE Partners and Willott Kingston Smith qualitative study of market trends across the marketing services industry, released this week, supports widespread anecdotal evidence from among agencies.

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Putting the C back into CRM
Subject: Managing key clients
Publication: Professional Marketing Magazine
Written by: Paul Denvir
What have you and your clients gained from your expenditure on CRM? Paul Denvir looks at how a firm can get more from these programmes.

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QS - Client Relationships
Subject: Client relationship management. Client expectations
Publication: QSweek.com
Written by: Paul Telfer
Understanding and meeting client expectations is something of a challenge – the ultimate prize being client loyalty, repeat instructions, client referrals and the establishment of barriers to rivals.

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QS Week Online - Questions
Subject: Growing your client base
Publication: QS Week Online
Written by: Romey Ghadially
Q: A quantity surveyor asks: How can my firm expand its client bases over a 2-year period to achieve quite ambitious fee-income targets? And how can I decide which new clients will realistically help me to achieve this?

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Reach for the stars
Subject: Leadership
Publication: Legal Week
Written by: Kevin Walker
Leadership is a key factor in any law firm, as successfully promoting the talents of individual lawyers is key if it is to fulfil its potential. Kevin Walker looks at how leadership skills can be developed as lawyers progress through five key stages.

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Sending out the right cross-selling signals
Subject: Cross-selling
Publication: Legal Week
Written by: Paul Denvir

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Serve up a specialty
Subject: Creating new clients research
Publication: Estates Gazette
Written by: Paul Denvir, Kevin Walker
How do surveyors believe they compare with their professional rivals in winning and keeping new business? In 2001 and again in November 2003, The PACE Partners conducted a healthcheck survey into creating new clients.

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Should all partners win new business?
Subject: Business development
Publication: Axiom
Written by: Gary Williams and John Monks
Are we in search of the superhuman in partners or are we just not organising our firm in the right sort of way? Should we really expect our lawyers to win business as well as deliver it, manage the client relationship and also motivate and lead teams within the firm?

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Should they stay or should they go?
Subject: Creating New Clients & Managing Key Clients
Publication: axiom
Written by: Paul Denvir & Paul Telfer
Paul Denvir and Paul Telfer, of The PACE Partners, recommend a new method of attracting new clients, maintaining old ones, and getting rid of dead wood!

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Small firms wanted for benchmark study
Subject: Accountancy Research
Publication: Accountancy Magazine
Written by: Michelle Gahagan
The PACE Partners is seeking small accountancy firms to participate in a survey of the ways in which they win and retain business in the current ecomonic climate.

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So you made the panel, but what comes after the beauty parade?
Subject: Beauty Parades
Publication: Legal Hub
Written by: Gary Williams
Your firm has secured its place on the panel and the selection process is history, so what action should you now be considering to ensure that your firm is always the client’s first port of call. Gary Williams offers some suggestions.

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Solid Foundations
Subject: Small firms' business development
Publication: Accountancy Magazine
Written by:
Small to mid-sized accountancy firms are responding well to current economic pressures. They put in a good performance in a recent study by The PACE Partners, which looked at their approach to winning new business.

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Specialist - the art of cross-selling
Subject: Cross-selling
Publication: www.qsweek.com
Written by: Tim Rusling
Many QS firms tell us that they wished their clients had a greater understanding of what they do. But they feel that promoting their additional skills and expertise could be viewed as ‘pushy’ and jeopardise great relationships. Cross selling can indeed come across as such, but only when it is handled badly. But when done well, it can bring immense value to both client and firm.

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Sunderland's ICT Unit Pioneers New Customer Focus
Subject: Customer focus ICT
Publication: SOCITM Newsletter
Written by: Michelle Gahagan
When Steve Williams joined Sunderland City Council in 2003 as Corporate Head of ICT, he recognised that a change was needed, in particular in the way his department was viewed.

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Survey attacks firms for never rejecting business
Subject: Managing Key Clients 2004 - Marketing Services
Publication: PR Week
Written by: Richard Cann
PR agencies are struggling to say no to pitches regardless of their chances

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Sustaining a steady flow
Subject: The PACE Pipeline
Publication: PSMG Magazine
Written by: Romey Ghadially
I thought you might be interested in a few comments, which my colleagues and I have come across recently in our work within the professional services sector. Do any of them sound familiar to you or your firm’s experience of winning business?

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Take control of your future
Subject: Great firms
Publication: Professional Marketing Magazine
Written by: David Tovey and John Monks
Over the last couple of years, The PACE Partners have been studying what makes a really great professional services firm – one that experiences significant year on year profitable growth and builds an enviable reputation with its clients, employees and peers.

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Take it on the chin
Subject: Client relationship management. Client feedback.
Publication: Legal Week
Written by: Paul Denvir

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Taking the blinkers off
Subject: Client relationship management. Client feedback.
Publication: Legal Week
Written by: Kevin Walker

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Talent Show
Subject: Recruitment
Publication: Accountancy Age - Best Practice Magazine
Written by: David Tovey and John Monks
You could lose valuable business if you don’t have high-calibre staff to cope with the work, writes David Tovey and John Monks.

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Tell it BIG
Subject: Marketing; Business Development
Publication: Accountancy
Written by: Liz Loxton
Are you missing a trick? Failing to establish a cogent sales and marketing strategy is as limiting for the long-term strength of your practice as not having a business development plan, says Liz Loxton.

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The Bigger Picture
Subject: Cross-selling
Publication: Legal Week
Written by: Romey Ghadially & Gary Williams
Offering a broad range of services to existing clients is not as easy as simply 'cross-selling' expertise. A different approach is required, write Romey Ghadially and Gary Williams.

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The business of the professional adviser
Subject: Trusted advisers. Client relationship management.
Publication: Finance Today
Written by: Paul Denvir, Michelle Gahagan

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The challenges of cross-selling
Subject: Cross-selling
Publication: www.legalhub.co.uk
Written by: Romey Ghadially
This article explains how you can develop your existing client relationships in a professional way to encourage clients to purchase new services from your firm.

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The circle of success
Subject: Successful firms
Publication: Legal Week
Written by: John Monks
Excelling in five key areas as a law firm will lead to success - as the success of the UK's top law firms proves. John Monks explains the route to a rewarding and profitable client base.

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The client isn't always right
Subject: New business development
Publication: Accountancy Age
Written by: Paul Denvir, Paul Telfer
The success of any accountancy firm depends on the quality of its client base. While business opportunities often exist within the current client portfolio, there are formidable barriers to realising them.

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The fear factor
Subject: Cross-selling
Publication: Axiom
Written by: David Tovey

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The final push to the top
Subject: Fantastic firms
Publication: Accountancy
Written by: John Monks and David Tovey
In the second part of their analysis, John Monks and David Tovey continue their exploration of what makes a great firm truly great.

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The nature of good nurturing
Subject: Nurturing current clients
Publication: QS Week
Written by: Paul Matthews
The constant pursuit of new business is fine, but nurturing current clients is just as valuable.

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The pursuit of greatness
Subject: Outstanding firms
Publication: Professional Marketing Magazine
Written by: John Monks and David Tovey
What is the difference between a reasonably successful firm and a really great one? The PACE Partners think they know.

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The right pitch
Subject: Pitching
Publication: Legal Week
Written by: John Monks

[ More info ]

The right rainmaker
Subject: rainmakers
Publication: Legal Week
Written by: David Tovey
In today’s competitive legal environment, ‘buying in’ talent and the client portfolio which goes with it can seem very attractive. Law firms are sometimes dazzled by experienced professionals with guaranteed fees, a recognised ability to win work and build great client relationships. These ‘rainmakers’ seem to be the answer to many a law firm’s growth plans.

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The Rounded Professional
Subject: Skills and Behaviours
Publication: Accountancy Magazine
Written by: Kevin Walker
Practices need to invest time and money in developing the non-technical skills of their staff, says Kevin Walker.

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The S Word
Subject: Selling Services
Publication: Accountancy Magazine
Written by: Paul Denvir
Not all accountants are good at selling their services. The trick is to identify weak links and deal with them.

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The true value of your services: because your worth it
Subject: Fee confidence
Publication: Best Practice Magazine
Written by: John Monks
Clients will be more willing to pay when they recognise the true value of your services. Knowing how to communicate that is the real trick

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The wolf at the door
Subject: Key Client Management
Publication: Legal Week
Written by: Kevin Walker
As competition in the upper tiers of the legal profession has intensified, firms have become increasingly predatory in poaching one another's clients. They must work smarter as well as harder if they are to successfully defend their patch, says Kevin Walker

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There's more to pitches than presentations and proposals
Subject: Pitches
Publication: Professional Marketing Magazine
Written by: John Monks and Romey Ghadially
How many of your colleagues are currently working on pitches or proposals where they have concerns about whether they will really be successful? How much time has your firm invested in the last year on proposals and beauty parades, where it would seem they were just ‘pipped at the post’?

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Top of the pile
Subject: Key Client Management
Publication: Legal Week
Written by: Gary Williams
As much as panel firms may have to work together, standing head and shoulders above the rest is the panel position of choice. Gary Williams advises how to treat your key clients.

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Training and Development: Coaching
Subject: Coaching
Publication: Accountancy Age.com
Written by: Paul Denvir and David Tovey
A straw poll of FTSE 100 FDs would find that most either have or are thinking about hiring a coach. Paul Denvir and David Tovey examine the benefits.

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Trust me - I'm not a salesman
Subject: Cross-selling
Publication: Accountancy Age
Written by: Paul Denvir

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Turning Enemies into Allies
Subject: Procurement
Publication: Axiom
Written by: John Monks
Law firms are finding that procurement specialists are increasingly taking an active role in a client’s appointment of legal advisers. In this article we will explain why these new members of the decision-making process are not enemies of law firms. In fact, there are ways to convert these individuals into powerful allies who can work within the client to help you win their business.

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Tying the knot
Subject: Measuring marketing and business development
Publication: Axiom
Written by: Kevin Walker
How law firms can get a better return on their marketing investment.

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Unnatural salesmen
Subject: Selling professional services
Publication: Legal Week
Written by: Paul Denvir and Gary Williams
In general, lawyers do not make natural salesmen, but some are better than others at using similar skills to grab clients' attention. Paul Denvir and Gary Williams show how to identify the 'can dos' from the 'won'ts'.

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Using protection
Subject: Key client management
Publication: Accountancy
Written by: Paul Matthews and Kevin Walker
Paul Matthews and Kevin Walker put forward strategies for keeping your best clients to yourself and maximising your relationship with them.

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What makes the perfect pitch
Subject: Pitch presentations
Publication: Accountancy Age Best Practice Magazine
Written by: Paul Matthews
If you think business pitches are the preserve of marketing and sales. You’d be wrong. Pitches are now a central part of an accountant’s role, says Paul Matthews.

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When the going gets tough
Subject: Business development
Publication: Construction Marketer
Written by: Clifford Ferguson
Winning new clients is the name of the marketing game - but be sure you really want the ones you pursue and be sure you are right for them. Dr Clifford J Ferguson of The PACE Partners describes how to make these strategic decisions.

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Win the clients you want
Subject: Business development. Targeting
Publication: Legal Week
Written by: Romey Ghadially
How can your firm be sure to attract the right type of client? Romey Ghadially believes being more selective about the kind of work that you are willing to offer is key.

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Winning invitations to tender
Subject: Winning pitches
Publication: QS Week Online
Written by: Paul Telfer
Over the last few months, we have spent a considerable amount of time answering invitations to tender. We haven't been very successful, how can we improve? Click more info to read PACE's response.

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Winning the beauty parades you want
Subject: 'Beauty Parade' series of articles 1of 4
Publication: psmg
Written by: John Monks
Over recent years, as the professional services market has become more competitive, many firms have seen involvement in new business pitches run into several thousands of pounds and sometimes for no return. This is both a huge waste of resources and demotivating to all involved. Yet it is rare for a firm to decline an invitation to tender.

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WKS survey: too many pitch against the odds
Subject: Managing Key Clients 2004 - Marketing Services
Publication: Design Week
Written by: Design Week
Design groups are wasting resources on free pitches and believe they are pigeon-holed by clients.

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