Planning to Succeed

The PACE Pipeline™ also looks at the activities required to create selling opportunities and to managing the flow of business development activities that help firms create a sustainable flow of profitable fee-earning work.

The PACE pipeline is extremely simple to understand much, much more difficult to do really well. A little like learning to play the piano or getting fit, it takes a lot of things: two of them are real discipline and genuine motivation. In our experience over the years we've never found anybody perfect at it but we have found many that are much better than others, those who are better at it generate a sustainable flow of profitable business. With our methodology PACE help improve your pipeline of new prospects, convert them and make them more profitable.

Can you grow your revenue using social media?


I often get asked how social media can make you and your firm money – or help you increase fee income. Social media can indeed help you to do this. But more importantly, it’s the routine yet often overlooked parts of a marketer’s everyday duties that can not only be carried out by using social media websites but can be done better, more cost effectively and more quickly by using them. Read more here

Good marketing bears fruit

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.   Read more here

A client’s perspective

I am a prospective client of your firm and I thought I would get in touch. We are looking for a long-term business partner and yours looks like the type of firm we could get close to. Read more here

Building the future

In helping many law firms win and retain business over the last 10 years, practice areas such as litigation have told us they are finding it increasingly difficult to predict where their next instructions are coming from.  Changes such as the Woolf reforms are affecting the size of their market and the potential it offers. Some lawyers even contend that the nature of their work means they can only react to their market. We disagree. Read more here

Getting new clients

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! Read more here

Tying the knot

Last summer, the Chartered Institute of Marketing’s chief executive, Peter Fisk, outlined his vision for the future of marketing.  He said ‘Marketers must look at how they can create great marketing, which also delivers business performance by working through the detail of how what they do impacts on the business’. Read more here

One eye on the prize

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. Read more here

Bridging the gap

It seems that accountants and marketing managers are worlds apart when it comes to ensuring promotional spend makes a difference to accountancy firms’ bottom lines.  But it needn’t be like this, says Kevin Walker.

Read more here