Is ‘sales’ still a dirty word in professional services?

While all professional service firms are seeking growth, having worked in big law and the Big Four, I recognise that different firm’s attitudes to sales vary from enthusiasm to seeing it as a dirty word. 

Therefore, we will be considering questions including:

• Why does the idea of selling provoke such mixed reactions still?
• Can firms use sales professionals successfully either to augment or instead of the traditional partner model of revenue generation?
• If a firm wants to increase its sales effectiveness, where should it start?
• What will the role of BD be in relation to sales in the future?
• How successful have firms been in productising their services?

To help me discuss these topics, I am joined by John Timperley and Lee Curtis.

John Timperley is Managing Director of The Results Consultancy, based in London, which helps partners and senior professionals to win high value work through hands on coaching on live opportunities, as well as running sales training programmes internationally.  John is author of three books on business development in the professions.

Lee Curtis is Managing Director of LINAR Consulting. Having worked in business development and sales roles across three continents within law firms for over 20 years, Lee feels confident he can unlock the hidden sales talents that lie within.

James Stringer is a former BD Director and now trainer, consultant and coach on business development and bids.