BD / Prospecting / Pitching

Aug 9, 2021

Navigating your way to purposeful virtual BD

Traditional marketing and relationship-building activities are challenging at a time when the professional services market is buoyant and...

Mar 16, 2020

Grow your firm by helping clients to switch to you

Grow your firm by helping clients to switch to you may sound like a simple statement of obvious advice. It’s not because, as the research...

Nov 30, 2018

Insights from Managing the Professional Service Firm live on

It's 25 years since David Maister published Managing the Professional Service Firm (1993). Does client data back his views?

Nov 21, 2018

Your client database: A valuable asset

Make your client database a real asset Make your client database a real asset reminds us that, while it’s not found on your balance...

May 23, 2016

Why 80% of clients choose more expensive firms

When we present our beatonbenchmarks™ reports, the section about why clients appoint a more expensive firm often gets the most attention,...

Apr 21, 2016

Maximising your bid:win ratio

Increasingly firms are using their bid:win ratio to gauge return on investment, that is to maximise the value of their bid:win ratio....

Apr 19, 2016

Focusing your prospecting and pitching on what matters most to clients

To win work, you have to convert clients from consideration to purchase, in other words you have to focus your prospecting and pitching...

Apr 9, 2016

Why Consideration matters

'Why Consideration matters' addresses a critical marketing metric, namely the proportion of prospects and clients who would consider...

Apr 4, 2016

How industry strategies drive profitable growth

This is the first of a series of posts on how to develop and execute an effective industry strategy to drive profitable growth in a...

May 30, 2015

Why every firm needs a Managing Partner, Clients

If you look around law and other professional service firms, it is clear that after a period of decline, the Managing Partner, Clients...