The building blocks to create a business development culture in your firm - think strategy first!
Joanna Gaudoin contributed to this article for PSM The Professionals, the brainchild of Susanne Pugsley and Matt Baldwin. Both have long careers as senior marketing communications and BD leads inside some of the UK’s most dynamic professional services firms and as independent consultants.
Many professional services firms continue to rely on a small group of clients for repeat work and the occasional referral from those clients and close intermediaries.
However, if a firm wants to be serious about profitable revenue growth, a well-structured approach to business development is needed, says Joanna Gaudoin. An approach that aligns the entire firm and which makes sure there is an effective business development culture.