Iain is a Principal Consultant at PSFI and a highly skilled development trainer, business coach, consultant and facilitator with more than 20 years’ experience of training law firm leaders on how to improve the efficiency, value and profitability of their business activities and sales proposals.
He specialises in working with professional services firms who want to develop their highly able “technical specialists” into more commercially aware business professionals. Iain helps them build a longer-term, more client-centric culture by delivering training designed to develop more profitable relationship-based sales skills and proposal processes.
Iain designs and delivers a broad range of organisational leadership, business management and personal development skills training. Each development intervention is tailored to the needs of the client and aligned to its strategy and business plans.
Iain has worked with law firm partners and senior fee earners on a variety of coaching development programmes, either on a one-to-one basis, or in small group sessions. These have included preparation for partnership; new partner induction programmes; business strategy; proposing for new business; developing effective client care; negotiating for profit enhancement; and managing people in teams.
In his 20 years as a consultant, Iain has worked primarily with leaders of law firms but has also trained leaders of accounting and auditing firms, banks, corporate financiers, engineers, government departments, IT companies, insurance providers, manufacturing firm, management consultancies, technology firms and telecoms and utility providers.
Previously Iain was with EY in their London office for seven years. He initially worked in the consulting practice, and then as head of the UK firm’s client training service and latterly as head of management training for EY’s clients.