18 Aug 2021- 22 salary guide across professional services

18 August 2021 [vc_separator type="normal" color="#421c52"] As we enter a new financial year and say goodbye to a challenging year that was – we thought it is perfect time to share our 2021 salary guide with you. The report provides key observations and drivers of change, up-to-date salary data and further analysis...

Read More

25 Jun Attract, engage and retain during 2021 and beyond

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...

Read More

22 Jun Employer brand and the candidate experience

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...

Read More

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

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...

Read More

09 Jun A closer look at bonus structures

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...

Read More

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

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...

Read More

26 May The return of the centralised bid function to law

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...

Read More

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

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...

Read More

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

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...

Read More

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

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...

Read More

19 Aug Performance Reviews: Uncertain times call for effective preparation

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...

Read More

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

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...

Read More

20 Mar What does it take to Step Up?

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...

Read More

17 May 2019 Salary guide across professional services

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...

Read More
Two men in hard hats with large cranes in sunset

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

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,...

Read More
Rainforest with sun beaming down

11 Mar In demand: coordinator and advisor expertise

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,...

Read More
Wooden blocks with stick figures

18 Feb Team restructures continue

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...

Read More
Kangaroo jumping through a field

28 Jan Playing the long game: pursuits vs pitching

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...

Read More
Field with goal posts and sunset

07 Jan KPIs driving bonus structures

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...

Read More
Hot air balloons flying into the distance

10 Dec Transforming the customer experience

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...

Read More