In this episode, we’ll be exploring both sides of achieving win:win commercial agreements with clients. Typically that centres on the fees that we charge and are paid but can increasing is focusing on how we deliver work and the added value services we offer. Buying and selling anything intangible, as professional services are, is clearly more nuanced than something that is tangible. But is it a science or an art? Therefore, we will be considering questions including: What d...
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In this episode, we’ll be exploring both sides of achieving win:win commercial agreements with clients. Typically that centres on the fees that we charge and are paid but can increasing is focusing on how we deliver work and the added value services we offer. Buying and selling anything intangible, as professional services are, is clearly more nuanced than something that is tangible. But is it a science or an art? Therefore, we will be considering questions including: What d...
Is ‘sales’ still a dirty word in professional services?
The Glue
25 minutes
1 year ago
Is ‘sales’ still a dirty word in professional services?
While all professional service firms are seeking growth, having worked in big law and the Big Four, I recognise that different firm’s attitudes to sales vary from enthusiasm to seeing it as a dirty word. Therefore, we will be considering questions including: Why does the idea of selling provoke such mixed reactions still?Can firms use sales professionals successfully either to augment or instead of the traditional partner model of revenue generation?If a firm wants to increase its sales...
The Glue
In this episode, we’ll be exploring both sides of achieving win:win commercial agreements with clients. Typically that centres on the fees that we charge and are paid but can increasing is focusing on how we deliver work and the added value services we offer. Buying and selling anything intangible, as professional services are, is clearly more nuanced than something that is tangible. But is it a science or an art? Therefore, we will be considering questions including: What d...
