There are thousands of successful mid-size professional services firms within the UK and many more around the globe that know they’re not achieving their full potential.
Historically, much of a professional services firm’s growth typically may have come from client referrals, strategic alliances and acquisition of other firms. Senior Partners may have tried a number of strategies over the years to achieve growth, often with inconsistent results and poorly defined ROI.
We interviewed Colin Abercrombie, INCo’s CCO, a Chartered Accountant for over 30 years, having had his own practice and been a Partner in a mid-tier accountancy firm for over 5 years.
Take a look at what he had to say about the challenges the firm faced growing the business and how the adoption of a technology based sales and marketing process helped them generate significant new business.