The Ups and Downs of the Doer/Seller


In most professional services firms including accountants, attorneys, engineers, architects and consultants, the professionals are expected to bring in new business AND to deliver services. And who better than the professionals themselves to describe the firm's services, right? But when the professional team is busy with client work, sales suffer and vice versa. To find out how leading firms have addressed and are now adjusting their thinking regarding this perennial conundrum, I reached out to professional services companies in the federal marketplace - one of the most complex, highly regulated markets in the world. Watch this space for information on the different approaches used by these companies. I will also be broadcasting a series of podcasts that seeks to tap into the wisdom and lessons learned from a variety of small, successful professional services firms from around the country.

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