Tag Archives: knowing-doing gap

Business Development in Professional Firms is Still Lacking – Part 2: The Remedies

Posted on 23 October 2017 by tonyreiss

Part 1 of this article outlines the case that senior income generators in professional service firms are still not fully committed to carrying out effective BD. And that this lack of commitment isn’t their fault. I point out that there’s … Continue reading →

Posted in Business Development and Selling, Leadership and Management, Managing Change | Tagged , , , , , , | 1 Comment

Business Development in Professional Firms is Still Lacking – Part 1: The Problem

Posted on 21 October 2017 by tonyreiss

Let’s admit it – senior income generators in professional service firms are still not fully committed to carrying out effective BD. But is it their fault? I don’t think so. Senior management, heads of BD functions and heads of practice … Continue reading →

Posted in Business Development and Selling, Leadership and Management, Managing Change | Tagged , , | 1 Comment