Remove 2010 Remove Client Relationships Remove Profitability
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Selling challenges in professional services: Sales processes and skills

Red Star Kim

Protectionism – Some fee-earners could be insecure and defensive about sharing client information and relationships. The culture and rewards systems sometimes worked against integrated client teams. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking.

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28th PM Forum Conference: Organisational culture, mentoring, digital distraction, ESG and client experience (2023)

Red Star Kim

Thought leadership manual by Tim Prizeman (kimtasso.com) Walking in the client’s shoes Ben Sutton of Grant Thornton and Alain Thys took delegates on the client journey of the future. To future-proof client relationships using clarity, empathy, commitment and flair.

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Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.

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Cultivate a cross-selling culture

Red Star Kim

For example, some partnerships have a single profit pool and partners are rewarded on a lock-step basis (broadly this means that their rewards are linked to their length of time as a partner). This would engender a “one firm” approach where clients are considered owned by the firm.