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The PACE Partners have learnt that professional services firms have achieved significant benefits by improving the way they plan and manage their business development efforts. Improved processes and ways of working have led to increased fee income, new and bigger clients, better reputations and stronger client relationships.

However, the survey which counted participants from firms including Accountancy, Engineering, Law and Property still found only two thirds of those fee earners who should be involved in business development are actually involved and only one third are rated as “good” to “excellent” in this part of their role. There is still a long way to go.

Firms with a combined annual fee income of over £17bn took part in research carried out by The PACE Partners LLP, the business development consultancy that specialises in professional services firms. The findings from this research, in addition to the above, have been compiled in a report and...

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