Professional services firms are acutely aware of the importance of client and referrer relationships. Yet surprisingly few, if any, seek to directly quantify the value or worth of these relationships over time. It’s worth paying much closer attention.Read more »
Relationships are personal
Social networking is a fabulous tool but there’s still a lot to be said for meeting face-to-face over a coffee.Read more »
Rise of the pricing specialist
Amid a host of new market pressures, many firms are looking to make their pricing systems more sophisticated, and some have taken the bold step of appointing pricing specialists. We met one of them, and sought his and other experts’ views on how you...Read more »
Book review: Rainmaking Conversations
“People in professional services firms can be such babies about the word ‘selling’. They need to get over it!” That’s the robust view of Mike Schultz, co-author of the...Read more »
Change before you have to
If there’s an underlying theme in this seventh edition of PSF Journal it is that when it comes to running and growing professional services firms, it’s vital to change...Read more »
Social earthquake
For around five years, Deloitte has been garnering a reputation for progressiveness, behind which has been its embrace of social media, from the boardroom to the mailroom. In Australia,...Read more »

