Business development direction and training
Client: HW Fisher & Company
Marketing Director, Nicky Purnell
April 2013 - March 2014
Top 30 Accountancy firm, HW Fisher, are a commercially astute firm working with entrepreneurial small and medium sized businesses and high-net worth individuals. Clients come from different backgrounds and are active in many different sectors, with much of new business coming from client referrals and general word of mouth. Personal networks are a great asset for them, but this strength meant that the culture and skills needed to develop new relationships was lacking with some senior managers and partners.
Nicky Purnell, the Marketing Director, and Michael Davies, the Managing Partner decided to build a business development culture that would address this – and create more focused activity.
Every successful entrepreneur knows the value of testing the water before diving in. And since dedicated in-house business development people were something new to HW Fisher, Nicky agreed with Michael to kick-off with a pilot program led by an interim Business Development Director.
The 3 key aims of the pilot were to:
- Design a straightforward approach to business development to enable partners to make a name for themselves.
- Work with a select group of enthusiastic partners who would act as role models for the rest of the firm.
- Build a pipeline that delivered a flow of interesting and profitable work.
The pilot is now completed – and has achieved all 3 aims. Partners are much clearer about the impact they have, and opportunities are shared across service lines. The leadership team has better vision of sales and the level of intelligent business development activity at this £24m firm has increased by over a quarter.
“Matt was a joy to work with and brought a very positive energy and momentum. The fact that he understood professional firms so well meant that he could make an impact from the first day; he offered his experience coupled with a good judge of personalities and allowed me to focus on other priorities”.