A service for professional services organisations seeking the most effective way of getting new solutions to new clients.

Why adopt a sales strategy?

Whilst many organisations appreciate that marketing campaigns can create new client opportunities, there are some that believe the value and frequency of these opportunities are sometimes not enough to support practice budgets and growth rates. Winning new clients is a fundamentally important part of practice development for several reasons. For example, new clients can replace former clients lost through attrition; new clients can stimulate the needs of professionals who enjoy the business of selling; they can provide new and interesting learning fields for junior fee earners; enhance the organisation’s credentials, and of course collect new fee income.

How can we help?

The Sales Strategy service provides tactical support to organisations wanting to meet selected prospective clients. Speculative opportunities normally emerge either because a new product has been developed, new case law is made publicly available or because a successful project for an existing client can potentially be repeated for a similar company. Whatever the category of opportunity, prospective clients must be approached in the right way, and ThePipeline can ensure this happens by:

• agreeing a target client profile;
• identifying ‘on-strategy’ targets;
• agreeing a targeting plan;
• putting together a value proposition;
• making initial contact; and
• securing meetings with buyers in target organisations.

How will you benefit?

Finding the best route to market is often complex, particularly when targets are large companies, with multiple offices that have possibly more than one buyer. This service helps accelerate the selling process, delivers quality opportunities and drives down the amount of time spent by partners in getting to the initial stages of the sales process.

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