Business Development in Professional Services – Do you have the right tool for the job?

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  For decades, firms have attempted to implement CRM systems, often hitting up against a range of challenges that limit the success of these initiatives. A common issue is what is often considered a lack of engagement, staff simply not investing the time in updating or maintaining accurate client, contact and referrer records. So, are the lawyers, accountants, consultants, engineers …

3 practical ways Big Data can support Business Development and Client Retention

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  Technology continues to play a large part in modern business and we are only at the tip of the iceberg in terms of how Big Data will impact Professional Services. This article will focus on 3 very practical and achievable examples of how firms are using Big Data to drive Business Development and Client Retention. 1. Capitalise on your …

Why BD and Marketing need a seat at the ‘innovation’ table

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  There are usually a number of roles within a firm that are invited to contribute to the firm’s ‘innovation team’. Typically included is the CIO, a Partner with a ‘tech’ appreciation, a board member or CEO and a representative who has recently worked at or come from another organisation that is viewed as being ‘innovative’ or ‘progressive’. True innovation …

5 ways Client Sense helps firms manage their key client relationships

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For most commercial practices, upward of 75% of their total revenue is derived from around 20% of their client base, so maintaining strong and ongoing client relationships is key to the success of these firms. Despite the importance of managing these key clients, many firms struggle to maintain accurate visibility over their commercial relationships. What is Client Sense? Client Sense …