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Marketing Insights

19 May 2011

Five steps to better proposal / bid management

In the consultancy sector win rates of 1 in 3 are average. However the reality is many firms are not even getting close to this figure. Research found that over 50% of business developers admitted that if they were in their prospect’s shoes, their own proposals would not persuade them to buy. So how can consulting firms increase their bid win rates?

Experience working with a wide variety of consulting firms has led Shaping Business to conclude that there are five principles of bid management that increase the chances of winning business in what is an increasingly competitive marketplace: 

18 Apr 2011

Four steps to driving your top line growth

Many professional services firms are spending 20% of turnover on marketing and business development when fee earners time is included. Yet most struggle to see the kind of top line impact that should be expected for such a sizeable investment. So why aren’t these firms getting better results?

Our research suggests that the problem is less about the quantity of time and effort invested and more about the way it is deployed. Marketing and business development costs are often spread across multiple accounting pots with different owners. The outcome can be an unproductive jumble of activities with many not executed well.