Sales Nova consultants with professional services backgrounds deliver specialist commercial expertise to the Partnership Boards of professional firms.
They develop and deliver programmes to set up efficient business development systems that encourage cross-selling and the acquisition of new clients. They advise on the creation of cultures in which development of the firm’s business is recognised as an essential attribute for staff progression to Director and Partner, alongside professional expertise, success with clients and managerial competency.
Our key capabilities are set out below:
- Clear definition of the firm’s full range of selling propositions and markets, and the creation of business development opportunity governance and management systems.
- The engagement of staff and partners from all ‘service verticals’ in regular cross-training to break down silos and increase knowledge of the firm’s offerings. This ensures staff identify new opportunities to sell the firm’s full breadth and dept of services, and position these with clients or prospects well before the client goes to market.
- Coaching, both office based and at client/prospect meetings, to develop successful bid-writing and consultative selling skills.
- The incentivisation of cross-functional responses to tenders and the communication of successes and lessons learned at cross-training events.