Who says “selling” hasn’t changed much in the last 30 years? For consulting, outsourcing and other professional services organization, nothing could be further from the truth. This is particularly true when you consider the impact of the come-and-gone ERP rage of the mid 90’s, the dot.com craze of the late 90’s, the market “free fall” […]

In our first installment of this thought leadership series, we overviewed the changing selling environment within the professional services market and the key challenges faced by firms within a business development framework that included the following elements: Account Selection – How the organization determines which clients they will focus their efforts on; how they will […]