An International law firm recognised its PEP performance was falling behind its peer group. A ‘culture change' programme was launched to encourage more partners and fee earners to increase proactive business development activity.

The initial stage of the project exposed all partners and carefully selected senior associates to an intensive two-day workshop designed to build on their knowledge of the process and skills of winning business. This was followed with sector group programmes designed to implement actions using the PACE Pipeline™ model.
Additional coaching support was provided both internally and by PACE to ensure tangible results.

The return on investment for the firm has been significant. PEP has increased in line with a more proactive approach to developing opportunities and winning business.
A partner recently commented "I am confident that the work we have done with PACE will help us get through a difficult year better than many other firms"

Design Agency

A growing, 30 employee agency, with an excellent reputation for creative design was performing well with existing clients and decided to focus effort on growth.  A growth target was set with the incentive that all staff would be taken for a long weekend to Paris if the target was achieved.

Three months later and after losing a number of potential new clients to competitors, the management team recognised that the firm's business winning skills were not as advanced as their creative design skills. Feedback from clients also suggested that sometimes the design solutions were offered before the firm's staff fully understood the project brief.

PACE was introduced by a mutual client and following a series of insight meetings with the firm's staff a series of weekly half day workshops was developed.
 

The workshops (based on the PACE Accelerating Profitable Growth programme) initially introduced a project management approach to business development in order to develop a managed approach to marketing and business development activity. There followed coaching workshops with small groups that focused on business development meetings and how to ensure that any solution presented matched exactly the requirement of a potential client. The workshops included action planning to implement the new learning.
 

The results of the new approach to developing business were experienced almost immediately when a design project for a major food retailer was won. The client commenting that they had been impressed by how well the brief had been understood and interpreted. Other new business wins resulted in that weekend in Paris for all staff.

View PACE testimonials by clicking here.

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