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Accelerating digital sales and digital transformation. Join me and my guests as we try and unravel what the digital world means for sales and marketing in the 21st Century. Thank you for taking the time to listen.
Episodes
Wednesday May 04, 2022
Wednesday May 04, 2022
I spent 7 years in out and out sales roles, before making the move into Professional Services Business Development, joining PwC in Jan 2009. This launched my career to where I am today - along this journey, I have met some incredibly talented BD professionals.
In this episode, I am joined by the brilliant Dominic de Mariveles. I met Dominic when I joined Berwin Leighton Paisner as was, now BCLP, in Oct 2011.
The approach Dominic takes to driving a BD culture in both his teams and the fee earners is a pragmatic yet robust one.
He not only believes but has proved, with a straightforward, no-frills approach to BD, that you can achieve double-digit revenue growth in 5 years.
We discuss :
What is Business Development in a Professional Services capacity?
Where has it got to today?
Why do we believe it is so varied in how it is executed?
Why is Professional Services "sales" so different to Corporate "sales". Or is it?
If we were to start a new BD function today, what would that look like?
The challenges for both small and large firms.
Do we have the right skills for where we need to be in 5 years?
How technology focussed should we be?
Why this has to be led from the top - if not, you will fail.
Be bold and brave.
I always learn something new when I speak to Dominic, and no doubt so will you.
If you believe Dominic can help you and you want to learn more - connect with him on LinkedIn, be sure to mention this podcast: https://www.linkedin.com/in/dominicdemariveles/
As ever, my continued thanks to all of my guests, and you, our listeners.
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