25 Jun Attract, engage and retain during 2021 and beyond

Posted at 10:17h in Insights

25 June 2021 [vc_separator type="normal" color="#421c52"] To remain competitive in this busy and turbulent recruitment environment, we strongly encourage our clients to consider how to attract, engage and retain top talent. Some consideration points based on discussions with candidates are below. Attract Both the firm’s brand and team reputation are equally important. Salaries...

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22 Jun Employer brand and the candidate experience

Posted at 10:14h in Insights

22 June 2021 [vc_separator type="normal" color="#421c52"] The firm’s brand reputation, team reputation and the candidate experience are vital when hiring for your team. How firms managed COVID-19 is not just important but questioned by candidates when considering a move. Firms are developing savvy strategies to understand their brand as an employer of choice...

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16 Jun Law has become a stable sector of choice for candidates

Posted at 10:12h in Insights

16 June 2021 [vc_separator type="normal" color="#421c52"] While there was some level of change across all industries during COVID-19, law remained relatively stable and has, over time, become the sector of choice. Previously, candidates were eager to leave law for financial services, accounting, consulting, education and other B2B firms, usually on a lower...

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09 Jun A closer look at bonus structures

Posted at 10:10h in Insights

9 June 2021 [vc_separator type="normal" color="#421c52"] Bonus structures continue to vary among roles and firms and are becoming increasingly important to keep and attract strong performers at all levels. These roles usually have set targets and KPIs, where experts can show revenue as a direct result from their BD activities. As some firms...

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02 Jun How opportunity-driven marketing and communications is now crucial to revenue growth

Posted at 09:54h in Insights

2 June 2021 [vc_separator type="normal" color="#421c52"] Marketing and communication campaigns now play a crucial role in contributing to pipeline origination, sales, pursuits and, when measured effectively, direct revenue. Strategic multi-channel campaigns targeting pipeline opportunities are becoming more important, and marketers are expected to show how these campaigns drive real revenue. In addition new...

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26 May The return of the centralised bid function to law

Posted at 09:00h in Insights

26 May 2021 [vc_separator type="normal" color="#421c52"] The centralised bid function has returned to law, just at the right time and is now working alongside pursuits. During COVID-19 bidding activities across law, engineering and accounting soared and firms continued to hire specialist bid experts right across Australia. While engineering and Big-4 teams have never...

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19 May Attracting the best – Law firms invest in senior client specialists

Posted at 09:00h in Insights

19 May 2021 [vc_separator type="normal" color="#421c52"] We have seen a sustained and growing focus on client centricity in law firms. As ambitious firms outside the legacy Big-6 compete aggressively for high-value work, their need for sophisticated BD and client experts is increasing. This has accelerated throughout COVID-19 and we are seeing greater...

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12 May Looking back on COVID-19 and all those restructures

Posted at 21:23h in Insights

12 May 2021 [vc_separator type="normal" color="#421c52"] Despite the restructures and the uncertainty and volatility of COVID-19 we foresee a significant turnover and an increase in headcount in business development, marketing and communications teams across professional services. COVID-19 in reflection The past 12-months have brought uncertainty, turbulent markets and volatility. In March 2020 recruitment across...

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08 Feb Lifting the lid on ‘sales enablement’ in professional services

Posted at 08:29h in Insights

8 February 2021 [vc_separator type="normal" color="#421c52"] The discipline of 'sales enablement' is enjoying a rapid rise in prevalence and prominence in professional services marketing. Everywhere we look roles are being created, reshaped or contemplated - as firms seek to exploit technology and data, build sales capability and better align sales and marketing. But...

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19 Aug Performance Reviews: Uncertain times call for effective preparation

Posted at 17:11h in Insights

19 August 2020 [vc_separator type="normal" color="#421c52"] Preparing for your performance review discussion? Uncertain times call for a different approach. As COVID-19 coincided with performance reviews this year, many performance review discussions have been pushed back to later in the year. Preparing for valuable and constructive performance review discussions will be important and non-monetary...

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24 Mar Going global? Your guide to finding a role overseas

Posted at 11:39h in Insights

24 March 2020 [vc_separator type="normal" color="#421c52"] As professional services firms continue to globalise in a more competitive international market, further demand for the most talented candidates in key jurisdictions grows, wherever they may be. International moves can provide exciting opportunities for candidates to explore new countries, ways of working and develop new skills...

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20 Mar What does it take to Step Up?

Posted at 12:35h in Insights

20 March 2020 [vc_separator type="normal" color="#421c52"] Recognised as a true business function that delivers on the bottom line, Business Development (BD) is becoming a popular career path for many high-performing and ambitious young professionals. However, the career path is not always clear or straight forward like that of fee earners, where years...

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17 May 2019 Salary guide across professional services

Posted at 17:02h in Insights

17 May 2019 [vc_separator type="normal" color="#421c52"] As the financial year draws to a close and the salary review period gets underway, we thought it timely to share our 2019 Salary guide across professional services. This guide looks at market-rate salary levels for business development (BD), marketing and communications professionals across legal, accounting, consulting...

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01 Apr Building the right teams: engineering expanding bidding and pursuit functions

Posted at 08:30h in Insights

1 April 2019 [vc_separator type="normal" color="#421c52"] The engineering sector is increasingly looking for high caliber pursuit and bid delivery specialists, with notable interest in candidates from consulting, legal and the Big Four. While technical knowledge is relevant, skills such as influencing (including writing to influence), storytelling, technical writing to simplify complexity, visual communications,...

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11 Mar In demand: coordinator and advisor expertise

Posted at 08:30h in Insights

11 March 2019 [vc_separator type="normal" color="#421c52"] Coordinator and Advisor level candidates (including Executives, Specialists and Consultants) are in high demand with a wealth of opportunities available to them. Usually with two – five years’ experience, these candidates are adept in managing end-to-end business development (BD) initiatives, including pitching, events, directory submissions, marketing collateral,...

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18 Feb Team restructures continue

Posted at 08:30h in Insights

18 February 2019 [vc_separator type="normal" color="#421c52"] When it comes to marketing and business development (BD) team structures in professional services, there is no ‘one size fits all’ and teams continue to change and evolve e.g. centralised vs. de-centralised teams. Movement at the senior leadership level often triggers change within the team, especially when...

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28 Jan Playing the long game: pursuits vs pitching

Posted at 08:30h in Insights

28 January 2019 [vc_separator type="normal" color="#421c52"] Recently, there has been a definite shift in law firms dedicating more resources to client pursuits and subsequent opportunities. With long lead-times, a focus on deepening client relationships and implementing initiatives to position firms ahead of the competition, pursuits are a sophisticated and strategic approach to winning...

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07 Jan KPIs driving bonus structures

Posted at 08:30h in Insights

7 January 2019 [vc_separator type="normal" color="#421c52"] With the role of business development (BD) shifting to become more sales-focused, bonus structures surrounding Key Performance Indicators (KPIs) are also becoming more prevalent. This aligns with the trend of firms hiring talent from outside the profession. As more and more experts from IT, telecommunications, healthcare and...

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10 Dec Transforming the customer experience

Posted at 09:00h in Insights

10 December 2018 [vc_separator type="normal" color="#421c52"] B2C companies have traditionally outperformed B2B firms when it comes to customer experience. Their sales are usually simple, low cost and dispensable, such as selling groceries or furniture. In often large and complex B2B transactions, the customer experience is much more complex. Transactions require long and...

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12 Nov Contractors on the rise

Posted at 09:00h in Insights

12 November 2018 [vc_separator type="normal" color="#421c52"] More and more firms are appreciating the advantages of being able to call on an extra pair of skilled hands to get a specific job done. With an increasing number of contractors and consultants available in the market, firms are engaging freelancers on a range of short-term...

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