We understand that selling professional services is different and presents a challenge to those tasked with winning new clients and maximizing fee income in companies such as accountants, lawyers and surveyors. Major sales led by senior people who must build up trust and rely on their own credibility as the source of ability to win business. However we also know that sometimes service professionals do not sell effectively and have identified some of the reasons for this.

As sales approaches have developed in recent times to encompass consultative selling, adding value and using social media (plus using key account management and strategic selling techniques) never has the professional been in a stronger position to use skills already developed as they look to win more business.

At Maguire, based on understanding best practice we have modeled the 'PROCURE' Professional Services Business Development Process that is used to focus on the elements that really make a difference. We have a number of performance improvement options we can introduce to organisations, including modular training, coaching and E-learning.

Try our selling professional services audit to see where you can benefit from using a structured business development approach or contact us to talk with one of our team about how you can win more business.