It's that time of year again. Managing Partners, CEOs and Finance Directors are preparing their budgets for 2027. I wonder how many will look remarkably similar to their 2026 plans. Revenue forecasts are being reviewed, growth targets discussed and partners asked how much more business they expect to generate next year.
Want to Make Your Accounting Firm More Attractive to Private Equity & Aggregators?
Many professional services firms don't really have a business development system. They have people who are good at business development. There is a big difference. Take three rainmaking partners out of some firms and new business would slow dramatically. That represents risk. Investors don’t like risk.
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Legal Sector Advisers & Suppliers Conference with Macquarie Bank
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Should we buy a CRM tool and will it solve all our Business Development problems?
I have worked with a number of firms recently who have recognised that they needed a CRM tool.
In three instances, the firms chose to heavily invest into expensive Salesforce licences. In all cases the firms have not achieved anywhere near the return on investment that they may have hoped for. So what has gone wrong and how can things be changed?
