Winning New
Business in
Management Consultancy

Winning New
Business in
PR & Marketing Consultancy

Winning New
Business in
Accountancy

Winning New
Business in
the Legal
Profession

Winning New
Business in Engineering Consultancy

Winning New
Business in IT
&Telecoms Consultancy

Winning New Business in Advertising

£65.00 each report
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Selling consultancy and professional services is getting harder all the time in the face of more discriminating clients, a sharper focus on value-for-money results and tougher international competition.

Drawing upon data on 128 activities and issues concerned with winning business and interviews to gain further insights, these reports provide comparisons with the most successful and average performers.

They examine why firms want to secure more business and the different roles people play in the process.

They reveal why some firms are better than others at getting business from certain sources, making themselves attractive to potential clients, winning new business from existing clients and proactively seeking new business through different techniques.

They also examine qualification, proposal preparation, negotiating a successful close and learning from new business pitches.

Benefits

• Real life experience of professional firms
• Focus on issues that increase business win rates
• Discover best practice among other consultancies and professional firms
• Learn new marketing strategies and techniques
• Essential reading for business development professionals and practice leaders

Table of Contents:

• Executive summary
• Developing new business
• Winning an invitation to bid
• Selecting the best prospects
• Preparing the proposal
• Making the pitch
• Negotiating to a successful close
• Learning lessons from the best
• Appendix 1: Statistics
• Appendix 2: Further reading