Our view of business development
Business development encompasses a range of attributes that professional service firms (PSFs) and professionals need to engage in, develop and practice over time to be successful. Growth and profitability is a strategic priority for most Firms, yet relatively little time and resources are available to support that objective. We offer a fully integrated and a customised approach to helping Firms resolve this dilemma. Read more.
Pitching and influencing
Our pitching and influencing skills programmes look at how effective presenting can hugely benefit a Firm. Through our programme Partners will gain knowledge of how to structure their pitch for the audience’s benefit and how to positively influence any audience during formal presentations.
F.A.I.R. Pricing is built upon original research conducted by our Managing Partner, Kevin Doolan, and upon his book “Mastering Services Pricing”, published by the Financial Times. It is based on a four stage process to enable professionals to regain their “pricing confidence” and to build strong and sustainable relationships with clients.
Analysis of matter profitability demonstrates that professional service firms (PSFs) typically lose more profit during the execution of projector matters than during the up-front pitching or fee negotiation. There is a strong interaction between the price setting, negotiation and management stages of a project.