At the same time, clients are rethinking how they buy and value advice.
As AI and technology reshape how professional work gets done, value concentrates even more in client relationships and the people who develop them.
Much of that is still ahead, and we are already seeing shifts in where competition comes from and how clients choose their advisors.
In practice, these shifts shape the value of the firm: the work you win, the margins you protect, the people you develop and the relationships you retain and grow.
We work with firm leaders and their teams to make client development less dependent on the same few people, and more consistently practised across the firm.
"It’s no longer about a few rainmakers. It’s about raising the bar across the firm."
Jonathan Lancaster | Managing Director
Some of our work
We have worked with global networks of professional services firms on the guidance and programmes that
help their people build more valuable client relationships and win more of the right work.
In one, practical resources were made available to more than 200 member firms worldwide. In another, we continue to run a programme for emerging leaders across different countries, helping them develop the relationships and conversations that produce more valuable work and bring new thinking back into their firms.
The results also show up within firms. In one case, a focused six-month programme on how partners approached existing client relationships led to significant new fees and a growing pipeline of new work. In others, it has opened advisory conversations that were not previously part of the relationship, generating work that was not there before.
The Value Readiness Check is a free, confidential six-minute diagnostic.
It covers the four areas that shape how a professional services firm creates value: commercial performance, operational effectiveness, people and leadership, and financial health and governance. You can use your results to support internal conversations with partners and leadership about priorities and where to focus.
The results are yours to use. They give you a view of where the firm stands today and a starting point for discussions inside your firm about where to focus.
See where your firm stands
Free and confidential.
Your responses are not shared.
For firms that want to go further
1
Value Creation Review
A focused engagement with your leadership team to understand what is getting in the way of building more valuable client relationships and agree where to focus first.
2
Client Value Programme
A six-month programme helping partners, their teams and the next generation of leaders develop valuable client relationships more consistently across the firm.
3
Ongoing Partnership
Sustained support for firms that want to keep building on what the programme has put in place and continue developing how they create value with clients.
CLIENT TESTIMONIALS
ABOUT US
Jonathan Lancaster co-founded Practice Edge after working on both sides of the client relationship.
A pattern he noticed across law and accounting, and deepened through research, kept pointing to the same gap: most firms were competing in similar ways and missing the real opportunity to build more valuable client relationships across the firm.
He brings direct experience of competing for and winning work as an advisor, of buying and evaluating professional services as a client, and several years working with a leading culture consultancy on how leadership and culture shape what actually changes inside a firm.
GET IN TOUCH
Start the conversation
We're easy to reach if you'd prefer to talk directly.
Telephone: +447931 944 288
Practice Edge Ltd
94F Hamilton Road
Bangor, Northern Ireland
BT20 4LG
