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[vc_separator type="normal" color="#421c52"] 26 April 2022 - Update Since publishing this guide in 2021, salaries have increased at a greater rate than expected and are now ~10% higher than what is listed in the guide. There has been a pronounced increase at the Business Development Manager level. [vc_separator type="normal" color="#421c52"] 18 August 2021 As we...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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,...
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,...
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...
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...
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...