Let's face it - fee-earners hate cold calling!

It goes against their sense of professionalism and business pride. And yet professional services firms still need to win business to survive...

When professional services firms start to go hungry, they are forced to go out and hunt - their most desired prey being their competitors' key clients.

So how can you protect your clients from taking an interest in a competitor's advances? How can you build their loyalty to such a degree that they will not entertain the approach of another firm and hold you in such high regard that they alert you to your competitors' strategies in targeting them!

First meetings with a potential client are often daunting to the most experienced professional. How do you get the right blend of learning about the client and engaging their interest in your firm? What are the pitfalls that should be avoided?

This online seminar recording gives practical advice on how best to structure such meetings, what proportion of time should be spent on what and the vital skills you need to utilise to leave a lasting and positive impression with the client.

How much time has your firm invested in the last year on pitches and presentations, where you were just ‘pipped at the post'? And how many times have you heard of a review, where your firm wasn't invited to pitch but really wanted to?

Many professional firms tell us success in pitches and presentations is more a matter of chance. However some firms are taking more control of their destiny.

Have you ever wondered why one of your clients didn't consider your firm for a particular piece of work? Do you ever wish you could help a client more with their business plans and aspirations?

Many professional services firms tell us that they wish their clients had a greater understanding of what they do. But they feel that promoting their additional skills and expertise could be viewed as ‘pushy' and jeopardise great relationships.

Have you ever felt it's more a case of who you know rather than what you know. Professional services firms still receive a significant proportion of new business leads from other professionals.

With such a competitive market, it is not enough to leave your referral network to chance. The more ‘savvy' firms are actually putting plans in place to manage their network to provide a steady flow of new and profitable business leads.

Client review meetings are often used to measure a client's satisfaction with a particular project.

Often used as an important sign of the strength of a relationship, these meetings offer far more than just the chance of a 'catch-up'.

Whether it is with existing or potential clients, many professionals tell us that handling fee negotiations to a successful outcome can be a challenge.

When faced with fee resistance from a client, fee-earners are sometimes tempted to start discounting or launch into a major defense of their firm's rates. Neither approach, however, leads to a satisfactory long-term result for both the client or the firm.

In selling to clients or prospective clients, it is often difficult to know when and how best to present your proposed solution so that the client is motivated to say yes.

Some professionals fear they present their ideas too prematurely, or lack the confidence to convince the client that their firm is the best to meet their needs.

This on-line seminar builds on PACE experience on how to be more proactive about the pitches your firm pursues. In doing so it will look specifically at pitch presentations and the skills needed to ensure your firm is victorious.

The seminar will give practical hints and tips to ensure the beginning, middle and ending of your presentation all wow your audience. It will also cover what to do and what not to do in your preparation, delivery and follow-up.

Clients are more savvy about the range of potential professional advisers they could use for a specific need. As a result, firms have to work a lot harder to maintain client loyalty to the levels they experienced in the past.

A key to differentiation in such a crowded marketplace is the relationship you build with your clients and the experience they gain from interacting with your firm.