Professional service firms
PACE assists professional service firms to maximise their profit potential
through a process designed to drive business development and client maintenance
strategies.
We focus heavily on implementation strategies. We bring about changes in
working methods that create improvements in all areas of the company's revenues
and results pipeline:
- Retaining and growing existing clients
- Finding and winning new clients
- Reducing cost of business development execution
Retaining and growing existing clients
We acknowledge that objectives within Professional Services Firms are often
measured by chargeable hours, utilization levels and recovery objectives and not
'soft' goals such as demonstrating client-focused behaviour. PACE Australia
works with organisations to develop the revenue impact of improved client
management. We introduce and embed this 'thinking' into the firm's practice and
beliefs to ensure business sustainability and growth from existing clients.
Finding and winning new clients
In addition to client management, many professionals are now accountable for
income generation through client acquisition. This is often perceived as an
undesirable and daunting task when individuals are asked to become 'sales'
people. PACE Australia offers a business development solution, supported by
activities, to stimulate work and generate revenue from new clients. To ensure
objectives are achieved we also focus on the individual's beliefs and attitudes
to ensure they are in alignment with and drive these activities.
This results in greater profit levels and increased market share through
improved competitive advantage created by your business development strategy.
Combining our wide experience in business development, we have been able to
streamline a number of working concepts and methods. These produce a process
driven approach providing management with a practical tool to bring about
sustained improvements in revenue generating capability, a competitive
advantage, and a client management and acquisition culture aligned with the
firm's business plan.
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