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...

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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...

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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...

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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...

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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...

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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,...

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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,...

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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...

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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...

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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...

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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...

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Large glass office buildings with leafy green tree outside

12 Nov Contractors on the rise

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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Sunset over the water with stones stacked on each other

15 Oct Moving towards flexibility

15 October 2018 [vc_separator type="normal" color="#421c52"] Increased morale, engagement and commitment from staff and a greater sense of work/life balance are just some of the benefits of flexible working. As a result, firms continue to focus on offering flexible working arrangements such as compressed working weeks, earlier or later start times and...

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Lightbulb innovation against dark background

17 Sep Innovation is here to stay

17 September 2018 [vc_separator type="normal" color="#421c52"] Innovative thinking is no longer perceived as a trend but something clients have come to expect from their service providers. Innovation is "the act or process of introducing new ideas, devices, or methods". The quest for innovation is particularly relevant in the context of professional services firms...

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20 Jul Perth you’ve won me over!

20 July 2018 [vc_separator type="normal" color="#421c52"] After many pots of tea, even more conversations, a cinnamon cruffin, just a few coffees and the most delicious custard bun from Hattendo; Perth has won me over. While the weather was (surprisingly) cooler than Sydney, the people in Perth are extremely warm and welcoming. Business development...

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22 May Rising stock: High demand for client and sector specialists

22 May 2018 [vc_separator type="normal" color="#421c52"] In recent years, professional services firms have been taking their cue from clients when developing their business strategies. As such, professionals with pursuits, digital, change management, innovation and customer experience expertise are ever more sought-after. BD teams are no longer simply support functions, but core members of...

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Q&A on wooden table with tea, ipad and glasses

21 Mar The Melbourne Q/A Express: Conversations with candidates

21 March 2018 [vc_separator type="normal" color="#421c52"] After a successful and busy trip to Melbourne last week, we spoke with numerous candidates about the market, roles, skills and a myriad of other topics. We thought you too might find this of interest so we pulled together our notes and summarised the key questions...

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Q&A on wooden table with tea, ipad and glasses

21 Mar The Melbourne Q/A Express: Conversations with clients

21 March 2018 [vc_separator type="normal" color="#421c52"] After a successful and busy trip to Melbourne last week, we spoke with numerous clients about the market, roles, skills and a myriad of other topics. We thought you too might find this of interest so we pulled together our notes and summarised the key questions...

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