Client Development & Client Engagement – What does it mean?

Client development is about taking clients on a journey: to build trust and the motivation to buy to turn strangers Find Out More Here

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Predictions

At the start of every year, there is never any shortage of predictions as to what the future will hold. Find Out More Here

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Panic!

A dangerous reaction to an uncertain economy We originally published this article following the 2008 crash. The decision to leave Find Out More Here

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Top Tips Summary Guide

  A top tips summary guide to best practice business development    

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Business Development To Do List

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Why context is crucial when creating a first-class BD team

What is the best structure for a BD and marketing team in a professional services firm? The short answer is Find Out More Here

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Failed your New Year business development resolutions already?

Why not focus your energy on simply getting things done? If we’re honest, we probably make the same resolutions year Find Out More Here

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It’s ALL about collaboration (Part 2)

How do I collaborate? Part I of It’s all about collaboration focused on the compelling reasons for creating an environment Find Out More Here

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Wait for the phone to ring – Is this your strategy for business development?

I reflected recently on a conversation I had many years ago with the CEO of a global professional services firm.  Find Out More Here

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Are you really going to win that business?

Time is valuable.   PACE have created a tool to help you make a clear evaluation of your chances of Find Out More Here

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It’s ALL about collaboration (Part 1)

We hear about the lack of collaboration in professional services firms a lot. Pretty much every day of the week Find Out More Here

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How to Reel in the Right Fee

Many clients have become more fee sensitive in the last few weeks and months and are keen to find the most Find Out More Here

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Growth Planning for 2017

 

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Planning and Managing Business Development in Professional Services Firms – Digest of PACE Research

In this report, The PACE Partners LLP – a firm that specialises in leadership, business development and client relationship management Find Out More Here

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The PACE Business Development Summer School 2016

What is it? An exciting opportunity for time-poor professionals to improve their knowledge and skills in the key areas of Find Out More Here

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13 ways to get lucky and generate new business leads without cold calling!

Use online search tools and Google to notify you of new senior appointments in your target sectors. New senior executives Find Out More Here

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Would you tell your clients you are investing in sales training for your professionals?

It is interesting that to many the ‘S word’ still has negative connotations. To be fair this may be justified as Find Out More Here

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PSMG’s first event in Israel is a roaring success

Robus Legal Marketing hosted the event with key note speaker Paul Matthews from The PACE Partners During October 2015, for Find Out More Here

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Responding to tenders and pitching opportunities (Bluebirds)

Excerpt from: Growing Your Client Base, Chapter Four – Projecting Defining bluebirds One of the downsides of being well known Find Out More Here

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The trusted adviser is dead. Long live the trusted adviser!

I was reading an article the other day by someone who thought the notion of ‘trusted adviser’ needed to be Find Out More Here

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Growing Your Business

Client Development – Have you ever been pigeonholed? I’ve been working with a lot of firms recently helping them to Find Out More Here

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Anyone for tennis?

Learning to win and develop clients is not like learning to be a lawyer, accountant, actuary or an engineer – Find Out More Here

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16 Sept 2015 – Consultative Selling

This one day workshop is perfect for those responsible for working within a business wishing to help their teams become more Find Out More Here

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The Circle of Success

What makes a really great firm these days? What causes them to experience a steady stream of great clients and Find Out More Here

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How professional services firms develop new business effectively

A recent survey found that the top challenge for 72% of professional services firms was attracting and developing new business. Find Out More Here

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Testimonial from Coventry University

Coventry University Group have worked with PACE Partners and Chris Butterwick since 2013. We have been both a Partner with Find Out More Here

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Improve your face-to-face selling skills

Doing business without sales and marketing is like winking at someone in the dark. You know you’re doing it, but Find Out More Here

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Courting Clients

You may think your clients are faithful to your firm, but rivals are probably making advances on them. John Monks Find Out More Here

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Fee Handling

Price versus value In most competitive situations the fee will be a key element in the prospect’s decision to buy.  Find Out More Here

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You got me at “Hello”!

First impressions count and they can be managed too. When you get it ‘right’ at the start of a new Find Out More Here

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The Question and Answer Session

Many firms when preparing for a pitch to a client spend all their time on the presentation part of the Find Out More Here

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A Conversation with a Point

Many professionals we work with admit to being nervous about asking lots of questions in business development settings. Intellectually they Find Out More Here

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How to kill an Associate (Not literally!)

Your firm spends thousands on building its reputation to attract the stars of the future.  You invest valuable resources in Find Out More Here

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How Marketing Can Support Sales

One thing which is sometimes missing in professional services firms is clarity around how marketing and business development teams can Find Out More Here

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Say Less and Win More Business

When they are writing proposals and preparing pitches I often observe a tendency in professionals to keep adding more and Find Out More Here

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To Plan or Not to Plan

You have just confirmed an initial business development meeting with a potential client you have been marketing to over the Find Out More Here

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Carrot or Stick

Making business development happen is key to the ongoing success of any professional services firm.  Implementation however by fee earners Find Out More Here

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Client Engagement

Introduction The Key Client Plan states that: “…all involved in the x instruction need to build and maintain close working Find Out More Here

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BD To-Do List

The PACE team have pooled their experience to develop 15 proven tips to help your business development activity.   Download Find Out More Here

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Internal Affairs

The Problems (and solutions) of cross-selling.  We recently conducted some research amongst some clients and contacts regarding the barriers they Find Out More Here

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The secrets to successful pitch coaching – Part 1

  Professional service firms are not usually full of natural presenters. How comfortable, confident and effective are your people in Find Out More Here

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Latest PACE Thinking as the annual PSMG Conference

We are delighted to announce that Paul Matthews will be presenting a key session at the PSMG annual conference – Find Out More Here

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Experience PACE in East Asia this Autumn

PACE are pleased to be offering a range of programmes in both Hong Kong and Singapore this October and November. Find Out More Here

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PACE launch Business Development Academy

PACE are pleased to launch the Business Development Academy – a programme tailored specifically for professionals to help win business Find Out More Here

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Research Results: Leading Business Development in Professional Services Firms

  PACE recently carried out the survey: Research on Sales Leadership in Professional Services Firms. We are delighted to now Find Out More Here

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Paul Denvir to judge at MPF Awards

Paul Denvir is to judge for Best Thought Leadership Campaign at the forthcoming MPF Awards for Management Excellence. The awards are to be Find Out More Here

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Creating New Clients – 2nd Edition

  I am very pleased to announce  the new edition of our book Creating New Clients.

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PACE Research: Leading Business Development in Professional Services Firms

To open the questionnaire document, please click the link below. Click here to open and complete your questionnaire Send your Find Out More Here

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PACE Research

PACE Research: ‘Sales’ Leadership in PSFsEffective, focused and motivational leadership makes a huge difference to the success of most (if Find Out More Here

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So why don’t you want my added value?

The second of three articles on adding value to client relationships Many professionals are either suspicious or cynical about the Find Out More Here

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Latest article series continues: So why don’t you want my added value?

The second part of our three part series on value is now out. The article, written by Paul Denvir discusses Find Out More Here

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Use of website cookies

We’ve made some updates to our website legal page to reflect the changes in legislation on the use of cookies. Find Out More Here

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Before adding value, first of all…

The first of three articles on adding value to client relationships. As consultants specialising in working with professional firms we Find Out More Here

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PACE and Flybe explain selling professional services in different cultures

  As many of our clients become more international, so does the need for advisory firms to help them across Find Out More Here

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International Experience

Selling Professional Services in Different Cultures “It ain’t what you do it’s the way that you do it – that’s Find Out More Here

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Values

  Values, and in particular, company values can be in danger of being seen as another of those vague and Find Out More Here

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Don’t Pounce On Prospects

A common concern that I hear from clients very often these days is “We’re not converting opportunities the way we Find Out More Here

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Restricted Access

Sorry, but the content you are trying to access is restricted. Please contact [email protected] if you think you are seeing Find Out More Here

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Contact and support

Consultant Support & Franchise Management For general support on your relationship with PACE, financial assistance and questions regarding your administration. Find Out More Here

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PACE Articles

Articles   Here are the new articles produced by PACE. Adding value series 1 of 3: Before adding value, first Find Out More Here

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Book Chapters

Book Chapters   A selection of book chapters to our range of books are available here. GYCB – Chapter 1 Find Out More Here

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Case Studies

Case Studies   Here are a range of case studies that we have made available here. What clients say Atkins Find Out More Here

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Other Collateral

Other Collateral   Here are some further examples of more collateral produced by PACE that may be of interest. PACE Find Out More Here

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Stationery

Stationery Here is a selection of stationery for your use: PPI Invitation to Insight Mtg PPI Confirmation of Booking Ltr Find Out More Here

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Email Marketing

Email Marketing   Here we have supplied information that may be helpful in your use of email marketing. An introduction Find Out More Here

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How To Guides

How-To Guides   Here are some useful ‘How-To Guides’. PACE Blog: How-to Guide – basic getting started guide to the Find Out More Here

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Extended events programme includes new seminars

PACE have added a selection of new event dates for 2012. Our seminar on the 17th April Stop ‘selling’ and Find Out More Here

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About Alison Hartley

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If ABS’s are the answer, what’s the question?

In his keynote speech at the English Law Society’s conference, Stephen Mayson, Professor of Strategy and Director of the Legal Find Out More Here

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PACE add new event dates

Our latest events programme now includes seminars in London and Kendal.

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Euro? What Euro?!

I always find it interesting that during holiday periods and weekends (when the financial markets are closed and fewer journalists Find Out More Here

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New February seminar launch on Leading and Managing Fee Earners

PACE’s Paul Denvir will be hosting this February’s seminar ‘Herding Cats: Leading and Managing Fee Earners in their Business Development Find Out More Here

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Getting more people out there

A client of mine recently described a scene at his office. I am going to illustrate it by putting it Find Out More Here

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The Chiropodist Story

  Imagine visiting a chiropodist because the arch of your foot is causing pain.  You begin to explain the problem Find Out More Here

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John Monks gives a clear message to ICAEW conference ‘you must invest in business development even when you are busy’

John Monks this week (10th October) spoke to delegates from the ICAEW 2011 Forensic Conference and encouraged them to “Proactively Find Out More Here

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Marketing must be more collaborative says James Skeels

Professional services firms should embrace the opportunities offered by “collaborative marketing” in order to thrive in an ever-changing industry, according Find Out More Here

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PACE’s Paul Denvir completes epic cycle

Paul Denvir has just completed a six day cycle ride in aid of Nottingham University Hospitals Charity. The cycle, from Find Out More Here

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The secrets to successful pitch coaching – Part 2

Getting Ahead of The Game We very much hope you enjoyed our last article ‘The Secrets of Successful Pitch Coaching Find Out More Here

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The secrets to successful pitch coaching – Part 2

Getting Ahead of The Game We very much hope you enjoyed our last article ‘The Secrets of Successful Pitch Coaching Find Out More Here

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The secrets to successful pitch coaching – Part 1

Professional service firms are not usually full of natural presenters. How comfortable, confident and effective are your people in pitch Find Out More Here

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What makes the perfect pitch?

If you think business pitches are the preserve of marketing and sales you’d be wrong.  Pitches are now a central Find Out More Here

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What makes the perfect pitch?

If you think business pitches are the preserve of marketing and sales you’d be wrong.  Pitches are now a central Find Out More Here

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The curse of ‘how much?’

  “How many times have I heard this!” said the managing partner of an accountancy firm I met with recently. Find Out More Here

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RSS feed test

RSS Feed and slideshow test page.

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PACE Pitch coaching is helping professionals win new business

PACE have been advising professional services firms for years on how to deliver world-class pitches and presentations. PACE were recently Find Out More Here

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Paul Matthews to deliver Pitch Coaching Seminars in both London and Birmingham

PACE are delighted to announce that Paul Matthews, partner of PACE and experienced international coach will be delivering the forthcoming Find Out More Here

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PACE add further seminars to events programme

PACE are pleased to offer two further additions to our schedule this year – How to Replace an Incumbent Advisor Find Out More Here

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PACE Events programme launched for May and June

PACE have arranged three invaluable events over the next few months in our ever increasing programme of seminars.

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Ayşegül Cakir

Ayşegül Ç Aksu

Contact +44 (0)1932 [email protected] Location Turkey: Istanbul   Introduction Ayşegül has worked with a variety of commercial services firms, from Find Out More Here

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Chris Butterwick

Chris Butterwick

Contact t +44 (0)1932 260062 [email protected]   See below for client testimonials Introduction With over 25 years in sales, business Find Out More Here

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Paul Denvir


Contact t +44 (0)1932 [email protected]          Introduction Paul is co-author of three highly acclaimed books on business development Find Out More Here

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How to reel in the right fee

Many clients have become more fee sensitive in the last few weeks and months and are keen to find the Find Out More Here

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The curse of ‘how much?’

  “How many times have I heard this!” said the managing partner of an accountancy firm I met with recently. Find Out More Here

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Paul Denvir to speak on ‘The Psychology of Price’ in London this month

Paul Denvir, consultant at PACE will be speaking this month on ‘The Psychology of Price’ in London on the 31st Find Out More Here

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8 Years to Yes – Winning Work

  It can take a while to win work and get that all important “yes” from clients.  Anything from a Find Out More Here

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Research: Planning and Managing Business Development

The PACE Partners have learnt that professional services firms have achieved significant benefits by improving the way they plan and Find Out More Here

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Building business relationships

Stairway to heaven – that must be the infamous song, my friend said, referring to the 1971 classic from Led Find Out More Here

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PACE survey: Business Development, Client Management and Sales Processes in Professional Services Firms

Effective and practical business development processes help fee earners to make the best use of their (very) limited non-billable time Find Out More Here

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Social networking use grows within professional services

Social media, which was once mainly the reserve of organisations in B2C industry sectors and those involving the younger generation, Find Out More Here

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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 Find Out More Here

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Clients share their experience of PACE

This September, a selection of our clients have given us their testimonials and experiences of PACE. Senior individuals from a Find Out More Here

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Your Booking Form

Complete this form and submit at the bottom of the page. We will then contact you to collect payment. Payment Find Out More Here

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The secret to successful selling: See it from the buyer’s perspective

  I know my body language said it all when a potential supplier patently ignored me in a meeting where Find Out More Here

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PACE launch new consultant blog

PACE are pleased to launch our new blog: Creating new clients. Named after our highly acclaimed book of the same Find Out More Here

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Questions not advice

Please don’t read any further. I see you‘ve chosen to ignore me. That’s because, in general, we don’t like being told Find Out More Here

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Pitch Coaching

For nearly two decades PACE have worked with clients on major pitches, helping them to really understand what their client Find Out More Here

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The PACE Coaching Academy

The PACE Coaching Academy is a bespoke, time efficient, unique programme for busy professionals that wish to become highly effective Find Out More Here

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PACE Research: Business development processes and tools in professional service firm’s

Thank you for taking part in our research. To open the Healthcheck document, please click the link below. Click here Find Out More Here

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Digital marketing use rises in professional services

As the global economy has remained unpredictable over the last 18 months many professional services firms have embraced digital marketing Find Out More Here

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Wendy Fountain


Contact +44 (0)1932 [email protected]   Introduction Wendy is a key member of PACE’s client support team. Her strengths lie in client Find Out More Here

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Alison Hartley


Contact t +44 (0)1932 260062 [email protected]      Location Edinburgh, Scotland UK Introduction Alison worked in-house at a senior level Find Out More Here

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When should you make your move?

  When you have been trying to develop, or ‘court’, a new client for some time (building the relationship, getting Find Out More Here

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Coaching Success Case Studies

PACE’s reputation in coaching has demonstrated a deep understanding of how our coaches invest in your time, get to know Find Out More Here

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Accredited PACE Coaching

  PACE’s reputation for excellence in coaching is based on our own experience with individuals from some of the largest Find Out More Here

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Coaching in Business Development and Client Management

PACE coaches work exclusively with bright, technically talented and successful people in the areas of business development, client management and Find Out More Here

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Pruning – An Autumn Pastime or Business Necessity?

It is that time of year again – Autumn – when we put our wellingtons on, rake up the leaves Find Out More Here

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PACE’s New Managing Partner predicts surprises in the league tables!

“As confidence improves across the professional services sector it is clear that some firms will grow faster than others” comments Find Out More Here

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How to ask the right questions

What is this all about? If I had a pound for every time my daughter has asked me “why?” I’d Find Out More Here

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Do we have to share the pain? Maintaining margin with key clients

The client’s perspective   I’m under pressure at the moment – pressure to reduce headcount, to provide ever more accurate Find Out More Here

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Paul Denvir to cycle London to Paris for charity

Paul Denvir of PACE will be cycling from London to Paris in July in aid of Nottingham Children’s Hospital. This Find Out More Here

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Don’t ‘Spray and Pray’

For the first time in a while, I came across a really pushy, door-to-door salesman.  It was an experience I’m Find Out More Here

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PACE continue to help RICS members this February

This February, Paul Denvir at The PACE Partners LLP is the expert advisor of industry best practice at RICSBusiness.com, the Find Out More Here

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PACE helping RICS members this January

This January, Paul Denvir at The PACE Partners LLP is the expert advisor of industry best practice at RICSBusiness.com, the Find Out More Here

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Mission impossible?

This message is urgent:  the current climate means that you have less money to spend on marketing and business development.  Find Out More Here

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Seminar Payment

Thank you for reserving your place at the forthcoming PACE Masterclass.   Please make payment below using our online booking Find Out More Here

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Book Payment

Thank you for recent book order.   Please make payment below using our online booking system. Your books will be Find Out More Here

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PACE launch new seminar series for January: Growing your client base

This coming January, PACE are running the seminar; Growing your client base: Everyone can sell professional services – Almost! The Find Out More Here

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Booking Form

Complete this form and submit at the bottom of the page. We will then contact you to collect payment. Payment Find Out More Here

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Stop Cross-Selling! Start Building the motivation to buy

Is your firm a vulture or a wise owl? We all know the desired image but sadly the need for Find Out More Here

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Perfect Timing

Is now a good or a bad time to be trying to win new clients?

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European Practice Management Award winners announced

The Managing Partners’ Forum’s European Practice Management Awards have been awarded at a prestigious night in London. Paul Denvir from Find Out More Here

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PACE the face of ‘Best Practice’ to RICS in September

This September, Paul Denvir at The PACE Partners LLP is the expert of industry best practice at RICSBusiness.com Paul offers Find Out More Here

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A trip in to the future

Having just signed off the largest single piece of corporate entertainment we have ever done for this year’s Olympic Games Find Out More Here

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Sending out the right cross-selling signals

Cross-selling is not wrong in itself, says Paul Denvir. It is just the way that professional services firm go about Find Out More Here

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Campaigns

High Focus, High Impact Campaigns – extract from Growing Your Client Base, Chapter 4 Why would a prospective client who Find Out More Here

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PACE introduce Masterclass Programmes – New Half-Day workshops

PACE introduce a suite of short, sharp and practical workshops designed to help our clients protect and develop their fee Find Out More Here

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Videos

Helping you to win more of the right work from the right client at the right price Why do firms Find Out More Here

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Tim Rusling discusses talent management

Here Tim Rusling discusses talent management and development at Director and Partner level.  

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Follow us on Twitter

You can now follow PACE on Twitter, the increasing popular micro-blogging site. PACE regularly update news, features and latest thinking Find Out More Here

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Page Not Found

The page you requested has either expired or cannot be found. Please use the toolbar at the top to find what Find Out More Here

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Alumni

The PACE Alumni network is dedicated to the interests of clients and delegates who have been through PACE training, consultancy Find Out More Here

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PACE Masterclass Programmes

A suite of short, sharp and practical workshops designed to help our clients protect and develop fee income. Winning PACE Find Out More Here

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Social Media Hub

PACE are proud to embrace the latest technology in reaching out and communicating with the marketplace and our partners. This Find Out More Here

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PACE team member completes charity walk

PACE were delighted to announce that Linda Smith raised over £200 in the WSB Midnight Walk 2009. The event, which Find Out More Here

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Fit to fight your way out of the recession

AccountancyAge has released a survey of the revenues of the top 50 +50 accountancy firms. Paul Denvir comments on the Find Out More Here

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Thank you

Thank you for your enquiry. Your message has been sent to a consultant who will answer you shortly.   In Find Out More Here

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North America Book Range

PACE have a selection of books designed for the leading business development professional. As a valuable resource, a PACE book Find Out More Here

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Book offer

PACE are delighted to offer a range of products at a discounted rate. Books PACE books include Creating New Clients, Managing Find Out More Here

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PM Forum & MPF Member Offers

As a member of PM Forum and MPF, PACE are delighted to offer a range of products discounted exclusively for Find Out More Here

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Client Engagement – Intro

Pre-Programme Reading Welcome to the Client Engagement – Intro programme  In order for us to make sure the focus of Find Out More Here

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Client Engagement, Building Profitable Relationships – Intermediate

Pre-Programme Reading It is imperative that you read this document in advance of the programme. You will be asked at Find Out More Here

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PACE the face of ‘Best Practice’ to RICS in June

This June, Paul Denvir at The PACE Partners LLP is the expert of industry best practice at RICSBusiness.com  Paul offers Find Out More Here

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Winning business in Towers Watson: growing your client base

  Introduction   Welcome to Winning Business – Growing Your Client Base.  This workshop is designed to help all participants Find Out More Here

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Winning Business in Towers Watson

Developing Relationships Introduction Welcome to Winning Business – Developing Relationships.  This workshop is designed to build the skills and confidence Find Out More Here

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Referrals

How to ask for referrals from existing clients. Excerpt from: Growing Your Client Base, Paul Denvir and Kevin Walker, 2006  Find Out More Here

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What have we been up to in April?

Now in May, PACE detail some of the varied and interesting projects that have been undertaken over the last month.

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Video 1 (Gary on clients B to B_F6_512K) {flv height=”225″}Gary on clients B to B_F6_512K{/flv} Video 2 (Intro to PACE Find Out More Here

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Making A Breakthrough

It’s strange how seemingly unrelated events can get you thinking. The two events below got me thinking about business performance Find Out More Here

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Who should attend?

As each programme is unique and specifically designed the Academy appeals to partners, directors, fee earners and business development and Find Out More Here

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The structure and style of the programmes

Over the last 20 plus years of working with professional services firms PACE have developed a unique way of delivering Find Out More Here

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Academy programme topics

The topics for each module are outlined below. These would be tailored for each individual and group and are just Find Out More Here

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Toolkits

PACE Toolkits provide you with best-practice techniques and hints and tips on how to make your firm’s business development and Find Out More Here

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Objectives, measurement and implementation

Objectives are set and agreed with each individual when they join the Academy and before the programme commences. Specific tasks Find Out More Here

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The PACE Business Development Academy Alumni

After the programme the group is very likely to stay in contact and will benefit from both this network and Find Out More Here

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Investment

  The investment includes: Access to the full PACE team A programme covering all aspects of business development and client Find Out More Here

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Free Best Practice Guide to Protecting and Growing your fee income

Do you want to avoid losing your best clients? Do you want to improve your pitch success rate? Do you Find Out More Here

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Referrals

How to ask for referrals from existing clients. Excerpt from: Growing Your Client Base, Paul Denvir and Kevin Walker, 2006 Find Out More Here

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Don’t panic!

I don’t know about you, but we have been receiving even more cold calls than usual recently! More and more Find Out More Here

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Purchase Conditions

UK Delivery Costs and Times Delivery charges on each product are detailed on the individual product page. Books and DVD’s Find Out More Here

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Programme List

A-Z of PACE Programmes The list below will provide you with the types of projects we have completed or are Find Out More Here

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PACE Licensing & Train the Trainer

Many of our clients find that the most cost effective way to embed a business development culture across their firms Find Out More Here

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Watson Wyatt – Pre Programme Support

Please read the following information before attending the programme. This will provide you with much of the ‘theory’ we will Find Out More Here

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Atkins – Pre Programme Support

Please read the following information before attending the programme. This will provide you with much of the ‘theory’ we will Find Out More Here

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Client Relationship Management

  No one disagrees with the notion that excellent client management is important.  Good client management means that clients continue Find Out More Here

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PACE the face of ‘Best Practice’ to RICS

This April, John Monks, Partner at The PACE Partners LLP is the face of industry best practice at RICSBusiness.com.

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Join our new LinkedIn group

The PACE Partners have launched our own group on business networking website LinkedIn. The PACE Business Development Forum is a Find Out More Here

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What have we been up to in March?

As we move into April, PACE highlight the varied array of activities and projects that our team have been undertaking.

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Work Experience

The PACE Partners are a successful consultancy with a record of helping firms grow in a varied assortment of professional Find Out More Here

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Directions and Map

The offices of The PACE Partners are conveniently located for the M25, M3, London Heathrow and Gatwick airports. Please Note: Find Out More Here

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Directions and Map

The offices of The PACE Partners are conveniently located for the M25, M3, London Heathrow and Gatwick airports. Please Note: Find Out More Here

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Atkins – Support during the programme

This section of the extranet supports your participation on the Atkins Winning Business programme. There are copies of the slides Find Out More Here

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Atkins – Post Programme Support

As part of our continued support for you in the Winning Business in Atkins programme, we hope you find the Find Out More Here

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Working with Atkins

Client Engagement and Business Development Curriculum Supporting information and examples of different learning media. Atkins Feedback Click here to view Find Out More Here

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Watson Wyatt – Post Programme Support

As part of our continued support for you in the Winning Business in Watson Wyatt programme, we hope you find Find Out More Here

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Watson Wyatt – Support during the programme

This section of the extranet supports your participation on the Watson Wyatt Winning Business programme. There are copies of the Find Out More Here

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Jill Hearn


Contact +44 (0)1932 [email protected]   Introduction Jill has worked with PACE right from its early days and helped found our client Find Out More Here

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Paul Matthews


Contact t +44 (0)1932 260062 [email protected]      Introduction Paul’s background and experience before joining PACE included leadership roles in Find Out More Here

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John Monks


Contact t +44 (0)1932 260062 [email protected]       Introduction Following a career in sales and marketing, which culminated in Find Out More Here

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Susan O’Gorman

Susan O’Gorman

Contact +44 (0)1932 [email protected]   Introduction Susan combines her strong commercial and practical experience with 13 years of personal development Find Out More Here

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John Ranson

John Ranson

Contact t +44 (0)1932 [email protected]         Introduction John is a chartered civil engineer with 20 years’ experience in a Find Out More Here

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Tim Rusling

Tim Rusling

Contact +44 (0)1932 [email protected]   Introduction Tim has a long career in business development consultancy and has a passion for Find Out More Here

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Karen Cain


Contact +44 (0)1932 260062 [email protected]

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Rachael Wheatley

Rachael Wheatley

Contact t +44 (0)1932 260062 [email protected]         Location Bristol, South West UK Introduction Rachael is an experienced business Find Out More Here

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Event Speaking

PACE provide outstanding conference and key-note speakers on topics relating to business development in professional services both in the UK Find Out More Here

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What have we been up to?

As we move into March, our range of activities over the last month have been as diverse as ever.

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What have we been up to in February?

As we move into March, our range of activities over the last month have been as diverse as ever.

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Privacy

The PACE Partners are committed to the safety and integrity of data used by ourselves and website users. The following Find Out More Here

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Accessibility

The PACE Partners website has been designed to be as easy to use as possible for all users. For best Find Out More Here

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Terms & Conditions

Website Service This website is offered by The PACE Partners LLP and PACE Partners International Limited. Legal The PACE Partners Find Out More Here

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PACE thinking

Why Client Relationship Management? When businesses start to go hungry they are forced to go out to hunt – their Find Out More Here

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Health checks

The Key client management healthcheck is designed to help professional services firms assess how they perform in 12 core aspects Find Out More Here

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Testimonials

“Surprisingly good and thought provoking.  The Zen of marketing your services.”Feedback from RICS CPD Foundation “We have just secured a Find Out More Here

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Leading Business Development

The best firms and the best teams develop the best leaders. Just as technical ability can be developed and fine tuned, Find Out More Here

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Managing Key Clients

  No one disagrees with the notion that excellent client management is important. Good client management means that clients continue Find Out More Here

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Winning New Clients

Successful firms recognise the importance of managing their current clients and have a real desire to win high value new Find Out More Here

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What we do

We advise, coach and develop our clients on how to win more of the right work from the right clients at the right price. We Influence Find Out More Here

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PACE thinking

Sustained success in business development depends on sound leadership and management. More people leave an employer because of management and Find Out More Here

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Managing Key Clients

With competition growing in every area of professional services and with the edges between the professional services becoming more blurred, Find Out More Here

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Creating New Clients – Special Offer

Marketing and selling professional services. The must-have guide to marketing and promoting your organisation. By: Kevin Walker, Paul Denvir and Dr Find Out More Here

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Managing Key Clients – Special Offer

The step-by-step guide to business development in professional services. The ideal tool for helping leading professionals be successful in 2011 Find Out More Here

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Growing Your Client Base – Special Offer

The step-by-step guide to business development in professional services. The ideal tool for helping leading professionals be successful in 2011 Find Out More Here

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Creating New Clients

2nd Edition.Selling professional services.All the skills necessary to win high quality new clients. By: Paul Denvir, Kevin Walker and Dr Clifford Ferguson

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Growing Your Client Base

The step-by-step guide to business development in professional services. The ideal tool for helping leading professionals to be successful in Find Out More Here

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Diversity

The PACE Partners believe and maintain that to build an outstanding, progressive and sound business, we will continue to recruit, Find Out More Here

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Managing Key Clients

How to defend and develop your firm’s most valuable assets. A practical guide to planning and implementing best practice in Find Out More Here

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Managing Key Clients – North America

The step-by-step guide to business development in professional services. The ideal tool for helping leading professionals be successful in 2009 Find Out More Here

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PACE Programmes

PACE programmes are designed to achieve results and constantly evolve based on experience and research. Whilst we are confident that Find Out More Here

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Press and Media

The PACE leaders are available to provide participation and opinion on a diverse range of business subjects and current affairs. Find Out More Here

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Associate Partner Recruitment

Our reputation for delivering consultancy and training interventions that achieve tangible results is second to none. PACE thinking is used Find Out More Here

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Corporate Social Responsibility

At The PACE Partners we want to continually grow and develop our business to make a positive impact on the Find Out More Here

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Managing a great client experience

In the final part of their series on the characteristics of a really great firm, PACE Partners look at how Find Out More Here

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What have we been up to in January?

The start of 2009 has continued to be both productive and busy for all at The PACE Partners™ . Here’s Find Out More Here

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How do I find the time?

  There’s something about the way some professionals work, and in particular how they manage their time, that makes it Find Out More Here

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Business development: get up and go

  It’s easy to let business development activities fall by the wayside when times are good. Firms must keep motivating Find Out More Here

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Money talks

Law firms should not be afraid to broach the subject of fee negotiations for fear of clients baulking at the Find Out More Here

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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.  Find Out More Here

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Great firms: great people, Or great people: great firms?

In this next installment of their six part series revealing the secrets of great firms, PACE turn their attention to Find Out More Here

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Know your client

Property advisers need to keep their wits about them in a downturn if they are to fend off competitors. Romey Find Out More Here

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Love me Tender

Responding to invitations to tender can be a costly business, irrespective of whether you can win, but especially if you Find Out More Here

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The challenges of cross-selling

Many law firms tell us they wished their clients had a greater understanding of what they do, but they feel Find Out More Here

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Brilliance in business development

  Over the last year we’ve discussed the six attributes of really great firms.  So far we’ve examined how they Find Out More Here

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The circle of success

Excelling in five key areas as a law firm will lead to success – as the success of the UK’s Find Out More Here

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Events – Making them work for you

How do you make events contribute to the bottom line? QS firms invest significant sums of money, time and energy on Find Out More Here

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A matter of matchmaking – how to attain coaching success

Coaching is being used more and more by law firms to equip their fee-earners with required skills, ways of working Find Out More Here

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Headhunting – integrating your talent

Many property firms headhunt outstanding QSs from rivals to bring that person’s greatness into their own organisation.

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Hitting the right notes

Spring is in the air and the nights are finally getting lighter.  There’s a chance to re-energise and, for many Find Out More Here

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Making it happen – the importance of leadership

In research carried out by The PACE Partners, leadership repeatedly crops up as a key driver in the success of Find Out More Here

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Talent show

  You could lose valuable business if you don’t have high-calibre staff to cope with the work, writes John Monks.

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Specialist – the art of cross-selling

Many QS firms tell us that they wished their clients had a greater understanding of what they do. But they Find Out More Here

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Generating a better return from client events – Part two

To be successful, scrupulous planning is a key requirement of running any client event. Excellent preparation, fielding your own best Find Out More Here

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Generating a better return from client events – Part one

Client events don’t come cheap and running them only makes sense if you plan to make tangible returns from hosting Find Out More Here

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Career Development – Coaching

The dust has settled on the New Year, a time when many of us indulge in a spot of navel Find Out More Here

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Getting a better return

Throughout the UK, Law firms are spending thousands and thousands of pounds in developing the business development capabilities of their Find Out More Here

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Measuring Impact

  What firm doesn’t want new business? It’s a key desire of most and one that forces many to invest Find Out More Here

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Take control of your future

Over the last couple of years, The PACE Partners have been studying what makes a really great professional services firm Find Out More Here

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Winning Invitations to tender

Question: Over the last few months, we have spent a considerable amount of time answering invitations to tender.  We haven’t been Find Out More Here

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Top of the pile

  As much as panel firms may have to work together, standing head and shoulders above the rest is the Find Out More Here

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Added Value: give something extra

Added value isn’t about just doing a good job. Get it right and it can boost profitability levels and lead Find Out More Here

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The true value of your services: because you’re worth it

Clients will be more willing to pay when they recognise the true value of your services. Knowing how to communicate Find Out More Here

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So you made the panel, but what comes after the beauty parade?

  Your firm has secured its place on the panel and the selection process is history, so what action should Find Out More Here

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How to build an effective referral network

New lead generation through client testimonials and referrals should be actively encouraged says Romey Ghadially. Here, he offers some practical Find Out More Here

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Training and Development: Coaching

  A straw poll of FTSE 100 FDs would find that most either have or are thinking about hiring a Find Out More Here

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Go the extra mile

Adding value is all about delivering services over and above expectations, explain John Monks and Romey Ghadially.

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A client’s perspective

I am a prospective client of your firm and I thought I would get in touch. We are looking for Find Out More Here

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Jekyll or Hyde

Have you ever wondered why one of your clients didn’t consider your firm for a particular piece of work?  Do Find Out More Here

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Building the future

In helping many law firms win and retain business over the last 10 years, practice areas such as litigation have Find Out More Here

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The pursuit of greatness

In the busy professional services arena, competition abounds and some say it is difficult to distinguish between firms.  And yet Find Out More Here

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What have we been up to?

The start of 2009 has continued to be both productive and busy for all at The PACE Partners™ Here’s some Find Out More Here

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Being seen in a new light

Some Local Authority ICT units tell us they sometimes struggle with other departments pigeon-holing them for offering a particular service. Find Out More Here

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Brand differentiation: nothing left to chance

A sound network of contacts is vital to the long-term success of any practice, but finding and keeping contacts is Find Out More Here

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All aboard?

If a destination for your firm is client base expansion, how easy is it proving to get everyone on board?  Find Out More Here

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Our esteemed advisers in the marketing department

Michelle Gahagan, of The PACE Partnership, looks at the importance of contact marketing and the need for successful collaborations between Find Out More Here

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Sunderland’s ICT Unit Pioneers New Customer Focus

When Steve Williams joined Sunderland City Council in 2003 as Corporate Head of ICT, he recognised that a change was Find Out More Here

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The final push to the top

  In the second part of his analysis, John Monks continues his exploration of what makes a great firm truly great.

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The Bigger Picture

Offering a broader range of services to existing clients is not as easy as simply ‘cross-selling’ expertise.  A different approach Find Out More Here

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And today’s in-store offer is…

John Monks and Paul Telfer, of the PACE Partnership, discusses how to motivate clients to want to buy more of Find Out More Here

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In search of greatness

  What do you need to do to stand out from the crowd and become a truly magnificent accountancy firm?  Find Out More Here

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There’s more to pitches than presentations and proposals

John Monks & Romey Ghadially of The PACE Partnership look at what makes the difference between winning and losing.

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Built to last

Greater choice in the modern marketplace means that clients are more likely to change their advisors than in the past.  Find Out More Here

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How to handle a client meeting

When approaching a client meeting, beware the trap of going into the meeting unprepared. It sounds obvious, but we have Find Out More Here

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The right rainmaker

In today’s competitive legal environment, ‘buying in’ talent and the client portfolio which goes with it can seem very attractive.  Find Out More Here

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Build an effective referral network

What’s at the heart of a referral network?  Romey Ghadially, of The PACE Partnership, looks at the key activities needed Find Out More Here

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A little bit of TLC

Looking after and nurturing your clients can mean repeat business in an increasingly competitive marketplace, says Paul Matthews. Here he Find Out More Here

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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 Find Out More Here

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That’s Too Expensive

At the risk of making a sweeping statement, most professionals have encountered resistance to fees and more often than not Find Out More Here

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QS Week Online – Questions

Q: A quantity surveyor asks: How can my firm expand its client bases over a 2-year period to achieve quite ambitious fee-income Find Out More Here

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Solid Foundations

A new study from The PACE Partnership applies a scientific approach to winning new business and finds out that there Find Out More Here

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Being better placed to win

The power of internal communication and client management in business development

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Business Body-Building

  How can you really hit your fee income targets? Bringing in new business is a daunting prospect for lawyers Find Out More Here

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Courting clients

You may think your clients are faithful to your firm, but rivals are probably making advances on them.  John Monks Find Out More Here

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QS – client relationships

Understanding and meeting client expectations is something of a challenge – the ultimate prize being client loyalty, repeat instructions, client Find Out More Here

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PACE unveils new client-winning tool

Consultancy business The PACE Partnership has launched a new software application aimed at winning and retaining clients.

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Fathoming the unfathomable

To avoid falling out, firms must understand their clients’ expectations and adapt to satisfy them. But what do you do Find Out More Here

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Win the clients you want

How can your firm be sure to attract the right type of client?  Romey Ghadially believes being more selective about Find Out More Here

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Unnatural salesmen

In general, lawyers do not make natural salesmen, but some are better than others at using similar skills to grab Find Out More Here

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Get the best from BD training

How often have you come away very enthusiastic from a training or development programme only to revert to old ways Find Out More Here

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One step too far

The secret to providing added value is to give clients what they want – not what they don’t writes Paul Find Out More Here

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The S Word

We have worked with many accountants over the last fifteen years and, in the context of selling their services to Find Out More Here

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Love my tender

There is more to winning a pitch than silky-smooth presentation skills.  The most successful firms are learning to focus their Find Out More Here

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Listen Up

Lending an ear to your clients’ concerns will ensure you present tailored solutions to their problems, writes Paul Denvir.

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Turning Enemies into Allies

Law firms are finding that procurement specialists are increasingly taking an active role in a client’s appointment of legal advisers.  Find Out More Here

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The nature of good nurturing

The constant pursuit of new business is fine, but nurturing current clients is just as valuable, says Paul Matthews.

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Putting the C back into CRM

What have you and your clients gained from your expenditure on CRM? Paul Denvir looks at how a firm can Find Out More Here

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Pampering for the beauty parade

Accountancy firms spend thousands of hours every year preparing for and delivering pitches and proposals.  If these hours are to Find Out More Here

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The rounded professional

In today’s accountancy firms, technical capabilities alone rarely bring promotion.  Firms increasingly seek evidence of an individual’s commercial knowledge, client Find Out More Here

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404

Sorry, the page you requested cannot be found, or no longer exists on this server. This is probably due to Find Out More Here

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Tell it BIG

Are you missing a trick?  Failing to establish a cogent sales and marketing strategy is as limiting for the long-term Find Out More Here

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Improving our chances

In this final article in our ‘Beauty Parades’ series, we focus on the pitch itself and give some tips on Find Out More Here

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How to manage ‘bluebirds’

What are they?Bluebirds are those new business opportunities, which seem to fly in through the window.  Many professional services firms Find Out More Here

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Winning the beauty parades you want

Over recent years, as the professional services market has become more competitive, many firms have seen involvement in new business Find Out More Here

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Getting onto the pitch lists you really want

All too often the time-frame from an invitation to pitch arriving to the point when a submission needs to be Find Out More Here

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Agencies are spreading themselves too thinly in the chase for business

Media agencies pitching for business – Media agencies are currently spreading themselves too thinly and pitching for every opportunity that Find Out More Here

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Follow my leader

Cultivating leaders has not always been a priority for accountancy practices.  Paul Denvir suggests steps firms can take in selecting Find Out More Here

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Using protection

Paul Matthews and Kevin Walker put forward strategies for keeping your best clients to yourself and maximising your relationship with Find Out More Here

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Creating a dream client list

What will your ideal client base look like in two to three years time?  Invariably many firms say it will Find Out More Here

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Reach for the stars

Leadership is a key factor in any law firm, as successfully promoting the talents of individual lawyers is key if Find Out More Here

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Make your best bid

Contracting out is no longer purely a public sector pursuit.  If shrewd, firms can profit greatly from tendering by private Find Out More Here

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Should they stay or should they go?

In November 2003, we conducted extensive research into how law firms go about winning new clients.  The study found that Find Out More Here

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Leaders by example

Legal firms attract very bright people, who enter their chosen profession to put into practice their technical training.  Yet these Find Out More Here

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Clients deserve a hearing

How good are you and your colleagues at listening?  Most of us think we are pretty good and, if we Find Out More Here

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The wolf at the door

When businesses start to go hungry they are forced to go out to hunt — their most desired potential prey Find Out More Here

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Agencies waste time on pointless pitches

Four-fifths of interactive agencies would pitch for jobs they were unlikely to win, a new study reveals.

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Know your client

New research shows that engineers score better than most professions in tendering for new projects.  And they could increase the Find Out More Here

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Are agencies chasing their own tails over new business?

THE PITCHING PROCESS – Even the biggest agencies are admitting to spreading themselves too thinly in the race to sign Find Out More Here

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WKS survey: too many pitch against the odds

Design groups are wasting resources on free pitches and believe they are pigeon-holed by clients, according to research conducted by Find Out More Here

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PR firms must dump unprofitable clients

The description of the state of the PR industry in The PACE Partnership and Willott Kingston Smith qualitative study of Find Out More Here

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Are your client relationships strong enough to last?

Are your client relationships strong? No one wants to lose business.  So what do you do to prevent it?  We Find Out More Here

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Listen and learn

Atkins hopes training its middle managers in relationship skills will improve its ability to win new work.  Margo Cole reports.

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Tying the knot

Last summer, the Chartered Institute of Marketing’s chief executive, Peter Fisk, outlined his vision for the future of marketing.  He Find Out More Here

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Don’t put yourself down

John Monks from The PACE Partnership details the procurement process and the role that procurement professionals can play.

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Serve up a specialty

How do surveyors believe they compare with their professional rivals in winning and keeping new business?

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The client isn’t always right

Through feast and famine, you must ensure you keep focusing on clients, write Paul Denvir and Paul Telfer.

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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 Find Out More Here

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Greed bows to ethics

Firms that want to cross-sell services must focus on their clients’ plans, not their own.

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Can cross-selling work in professional services?

Every managing partner of every professional services firm we know wants their people to do more cross-selling.  Few professional advisers, Find Out More Here

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Bridging the gap

It seems that accountants and marketing managers are worlds apart when it comes to ensuring promotional spend makes a difference Find Out More Here

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The right pitch

Many firms in recent years have seen involvement in new business pitches run into several thousands of pounds, sometimes for Find Out More Here

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Leadership challenge

Good business leaders sometimes emerge naturally, but for more sure-fire results firms need to nurture potential talent.  

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The business of the professional adviser

Just like a marriage, the quality of the relationship between a professional adviser and the client depends on both parties.

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Hanging tough

When the going gets tough – a strategy to win new clients by Dr Clifford J Ferguson, Partner at The Find Out More Here

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Take it on the chin

Is the number of complaints a firm receives from a particular client a good indicator of the strength of the Find Out More Here

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Achieving the balance

  Leading and managing in an actuarial firm has a number of unique features.  These are organisations that tend to Find Out More Here

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Trust me – I’m not a salesman

Every managing partner of every accountancy firm we know wants his / her people to do more cross-selling. But few Find Out More Here

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Business development – the client base

When asking professional services’ marketers what their firm’s ideal client base should look like in 2-3 years time, John Monks Find Out More Here

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When the going gets tough

Winning new clients is the name of the marketing game – but be sure you really want the ones you Find Out More Here

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Taking the blinkers off

It was reported recently that a major law firm had been dropped by a FTSE 100 client primarily due to Find Out More Here

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Leading teams

  Leadership is not just the domain of senior partners.

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Identifying prospective clients

  In the second of this series on successful business development from the PACE Partnership, John Monks focuses on how to Find Out More Here

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Masters of contentment

Keeping the customer satisfied is more than just a cliché to most surveyors, a recent study finds, but they must Find Out More Here

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Differentiation – it’s only human

We all know we have to stand out from the crowd if we want to thrive, but how can a Find Out More Here

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The fear factor

Here’s the situation. Your firm has noticed the massive opportunities to cross-sell services to existing clients. Your research suggests that Find Out More Here

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Is cross-selling ethical?

Clients may be mistrustful of their suppliers’ efforts to cross-sell services in the wake of the Enron scandal, but Paul Find Out More Here

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Leaders to profit

Your clients are engaging rival firms for services you know your firm is better placed to provide.

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Managing key clients

Getting, retaining and maximising the profitability of key clients remains essential to the survival of any organisation.

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Competitors: out for the count

You wouldn’t put your best prize fighter in a pinafore and send him into the ring with the words ‘Report Find Out More Here

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Managing the sales process

The PACE Partnership Healthcheck, issued in 2002, is based on the opinions and perceptions of people in 76 professional firms Find Out More Here

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How to juggle for fun and profit

Getting and keeping clients requires targeting the right ones, weeding out the bad ones, and keeping it all moving forward. Find Out More Here

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