How do I collaborate?
Part I of It’s all about collaboration focused on the compelling reasons for creating an environment of collaboration in a professional services firm and what that means. The two key conclusions are:
- It’s extremely worthwhile
- It’s difficult!
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I reflected recently on a conversation I had many years ago with the CEO of a global professional services firm. At the time of our initial meeting, this forward thinking leader had already worked out that her firm would only prosper in the future if their strategy for winning business moved from reactive to proactive. Read more here
Time is valuable. PACE have created a tool to help you make a clear evaluation of your chances of winning a Major Bid before you even begin.
Please download your copy here
We hear about the lack of collaboration in professional services firms a lot. Pretty much every day of the week we hear stories of a ‘silo mentality’ or a ‘protective’ approach to client relationships, which keeps colleagues as far away from clients as possible and a lid on (potential) growth. Read more here
Client development is about taking clients on a journey:
- to build trust and the motivation to buy
- to turn strangers into friends
- to develop your understanding of their business
- to develop their understanding of your business
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At the start of every year, there is never any shortage of predictions as to what the future will hold. Most of them will never become reality.
When it comes to business development though, the PACE team are confident that, even in an uncertain world, we can predict the following with a significant degree of confidence: Read more here
Many clients have become more fee sensitive in the last few weeks and months and are keen to find the most ‘competitive’ offers available. So, do professionals need to reduce their fees in a competitive economic environment in order to win work? Read more here
In this report, The PACE Partners LLP – a firm that specialises in leadership, business development and client relationship management for professional services firms – provides comparative information on how participating firms perform in the implementation and application of business development and client management processes – in eight key areas. The report also provides the different sectors of the professional services marketplace with a picture as to how, in this area of business management, they compare with each other. In addition it provides comparative information on: Read more here
A dangerous reaction to an uncertain economy
We originally published this article following the 2008 crash. The decision to leave Europe creates a period of uncertainty where many organisations will inevitably put some projects and buying decisions ‘on hold’. Read more here