CALL: +44(0)2895 582 071
EDGE Framework Helps Professional Services Firms Stand Out
After extensive research and sector-wide interviews, we have launched the EDGE framework to help professional services firms grow top-line revenues and win more new clients.Learn MoreContact
Samuel Beckett Bridge, Dublin, Leinster
Discover How to Drive More Consistent Revenue
Changing client requirements and expectations, new forms of competition, and fluid market conditions have put increased pressure on professionals to secure their existing business streams while finding new revenue opportunities.Learn MoreContact
St Patrick's Bridge, Cork, Munster
Strengthen Your Trusted Advisor Skills to Improve Sales Performance
From entry-level professionals through to senior partners, a flexible and tailored learning approach to sales skills and client engagement can help improve business performance.Learn MoreContact
River Lagan Bridges, Belfast, Ulster
Firms That We Help...
Business & Management Consulting, Legal Services, Accounting and Advisory...
Is winning new clients becoming more difficult?
Are pricing pressures increasing as you compete to win business?
If asked, would your clients view you as a service provider or strategic partner?
The commercial environment is more competitive and increasingly digital. Traditional direct competitors are no longer the only threat to business growth and profitability.
At its core, every professional firm is a business. Engaging with clients professionally and ethically is a given. But selling services that deliver real differentiated value to clients now and into the future is crucial to continued, competitive success.
There is a need to improve skills in the client facing sales and engagement process. But it needs to be done in a cost and time efficient manner. Firm leaders now call for a new flexible, and tailored learning approach.
The Practice EDGE Framework
We have developed the EDGE Framework© for professional services firms. It follows extensive research, input from practitioners, and many years of experience helping businesses grow revenues.
Whether it is pitching for new business, or partners and senior partners engaging with clients at the strategic level, our executive training and support can help you drive your business.
EDGE focuses on the four core principles of Engage, Discover, Grow and Execute. The iterative and flexible framework can help you engage better with clients and prospects, develop more profitable client relationships, and win more competitive business.
- 1. Engage
You achieve your firm’s revenue and income goals faster/more consistently when all colleagues – from trainees to senior partners –engage around a shared approach to client-facing sales practice.
- 2. Discover
Your team are equipped with the capabilities to discover and anticipate client needs and opportunities earlier. You move from ‘reactive’ transactional relationship to ‘proactive’ strategic partner with clients. Thus, you become more able to create and deliver higher value to clients.
- 3. Grow
Your team have the space to learn practical, instantly deployable, and professional sales skills, techniques, and processes to help your firm achieve competitive success. You have a culture of coaching and continuous improvement which means that everyone can perform at their best.
- 4. Execute
Your team can access simple tools and support to help you continue to improve client engagement and increase revenue. There is a personal feedback loop to check on individual development, deliver advice and measure practice-wide progress. Practice leadership becomes even better equipped to support their teams.
Take a few minutes to
Discover Your Firm's EDGE Score
and identify ways to improve results
Here are just a small selection of sample topics we can cover with you, taken from our extensive services and capabilities library. From the first informal conversation, to the largest formal pitch, we can help you to stand out and grow revenues.
We develop and tune our services to fit your firm, not the other way around. From the most junior to the most senior staff, we can add value and strengthen skills to directly impact your client engagement and retention.
How to Become a Trusted Advisor
From transactional client relationship to long-term strategic partner
How to Grow and Retain Clients
Includes 'First Contact' Techniques for Effective Client Engagement
Effective Discovery Skills for Professionals
The practice of uncovering broader client needs and delivering value
Gain an Edge from the First Meeting...
to stand out from the crowd
Executive Coaching for Professionals
To Strengthen Capability and Performance
How to Build a Performance Culture
( in partnership with ndculture.com)
Make Better Group Decisions...
Dr Martin Egan
"Jonathan has been a vital support to our consulting practice. His coaching and unique approach to client engagement has helped NDC open up new opportunities for business during the pandemic. We are excited to continue working with Jonathan and Practice Edge during the next phase of our growth".
Matthew Arrowsmith Brown
As a former solicitor, and partner in a large regional firm in the UK, I am all too aware of how important business development is to any firm, but also how unsophisticated I was at trying to do it. I am old enough to remember when advertising by solicitors was forbidden. Marketing and sales are still relatively new skills for us, and, at least in my case, it showed. I wish I had enjoyed the benefit of the strategic and tactical approaches offered by Practice Edge when I was in practice.
“The pressures on all the professions – and at every level – are greater today than ever and growing the client base very challenging. Competition, societal and economic changes are growing. Practice Edge brings serious experience, the highest credentials and professional processes and standards to help grow the top line of the business."
Jonathan has helped leaders and organisations grow more profitable client relationships and shorten the time to revenue.
For the past 16 years, Jonathan has worked with professional firms and leading technology companies to help them engage better with clients and prospects and win competitive business.
In the last five years, he has helped founders and entrepreneurs set strong sales and business development foundations to start, grow, and scale their ventures successfully.
Today, he brings that experience with Jim Irving and their advisors to help professional services firms grow their businesses.
Jim brings substantial experience in many areas of Business Development and Sales -including direct B2B strategies, consulting and professional services sales. He has spent over 40 years in business, rising from trainee to managing large corporate Sales and Business Development teams internationally and was the UK MD for one of the worlds leading software companies.
In the last decade, Jim has focused on delivering business development support, advice and mentoring to start ups and small/medium companies – mainly around improving sales skills, sales strategy, pipeline management and deal management. Jim is also an acting ‘Entrepreneur in Residence’ for Catalyst at the Northern Ireland Science Park, the author of the Amazon Bestseller ‘The B2B Selling Guidebook’ and 'The B2B Leaders Guidebook', and has been a guest lecturer to two leading Universities.
Time to Think Business Coach, Owner Arrowsmith-Brown.com
Chartered Accountant, Chairman of Displaynote Technologies
Director, Wiser Working - Head of Resilience and Performance