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.

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.

To support PSFs to generate profitable growth and support the appropriate mind set amongst Partners, we advocate an integrated approach, which should include:

  • Researching and understanding the specific issues and challenges being faced by Partners and their teams;
  • Addressing all relevant areas related to winning work, maintaining client relationships and generating fees;
  • Providing practical business development tools and approaches that have been proven to work in a PSF environment;
  • Striking an appropriate balance between theory (the why) and practice (the how), as well as between the individual (action) and the broader group (institutional and mutual support); and,
  • Offering long term support for change through a structured approach, by coaching or mentoring of individual teams.

Our approach is underpinned by a thorough understanding of the business development process in PSFs. Within our practice group we have expertise and acknowledged sector experts in all areas. All of our Partners have published articles and/or books on business development topics, which means that we can deliver targeted interventions.

Contact our business development team

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DEREK KLYHN

+44 (0) 7901 515188

derek.klyhn@psfi.org

ORI WIENER

Mobile: +49 (0)173 722 9121

Office: +49 (0)69 74 22 77 40

ori.wiener@psfi.org

TOBY HOSKINS

+44 (0) 7999 823318

toby.hoskins@psfi.org