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.

Global Accountancy Network

When we decided that leading business development was to be the theme for our 39th International World Conference, held in Cancun, Mexico, this year we had no hesitation in selecting PACE Partners as our key facilitators.

The two Pauls from PACE, Paul Matthews and Paul Denvir delivered four exceptional one hour sessions to our 120+ audience made up of Managing Partners and other senior individuals in our Global Network from around the world.

PACE's sessions focused on:

1. The PACE Pipeline - the perfect tool for leading business development in professional services firms;

2. An area most professionals are least comfortable with - targeting and approaching new prospect clients, professionally;

3. Maximising the value of our network, cross selling effectively and how to punch above our weight and win major international clients;

4. How we could harness the potential of our teams of fee earners and get more of them involved in business development - and doing it well.

The content was excellent and really resonated with the audience. The ideas and approaches were practical with a real focus on implementation and application. PACE's style was highly engaging and a perfect mix of presentation, discussion, audience involvement and action planning. They pitched everything at just the right level and held the audience's attention throughout. The feedback from the delegates has been outstanding and I would recommend PACE to any professional services firm looking to improve their approach to business development or client engagement whether that be at a local level in a workshop format or by engaging PACE for your next national or international conference.

PACE really know what works. They understand how to deliver their messages in an interesting and dynamic way and how to turn their messages into practical actions that delegates are motivated to apply.

View PACE testimonials by clicking here.

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