Remove 2015 Remove Client Development Remove Sales
article thumbnail

How to engage fee-earners in the M&BD planning process?

Red Star Kim

In professional services we need the engagement, buy-in and time of fee-earners because they are fundamental to preparing content, interacting with prospects and converting leads into clients. And yet their priority is serving existing clients and earning fees. Short term sales efforts to bring in clients and works.

article thumbnail

Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure

Red Star Kim

Some failed to monitor a major cost – that of fee-earner time in relationship nurturing and development. Others reported extensive buying cycles and a lack of clarity between sales from existing and target clients. 40% Selling (winning new clients). 10% Existing client development. 0% Referrer development.