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Firms That We Help...
Business & Management Consulting, Legal Services, Accounting and Advisory...
our approach
We could help your firm build a competitive edge and improve commercial performance
Contact UsWe equip client-facing professionals with the vital 'trusted advisor' and client engagement skills to deliver more value to clients and consistent sales results.
We understand the cultural and business dynamics that impact firms across the island of Ireland.
Why Now?
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
Engage
Discover
Grow
Execute
Services
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.
Contact Us
Treena Clarke
“Our ethos is to develop our people continually. We already have a strong marketing capability, but this engagement did not compete with that. The sales training was focussed entirely on our fee earners – as they engage (one-on-one)for the first time with prospects or discuss new opportunities with existing clients. The training was ideal, and the feedback was unanimously positive from all team members. We also gained a real insight into other aspects of the firm’s commercial outreach. One powerful example was in Proposals and Tender Responses. Practice Edge delivered so much knowledge and experience to improving these critical documents. In fact, we have already created a working team to reset and restructure our proposal documents going forward.”
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.
Michael Black
“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."
Who We Are
Co-Founders
We combine our practical experience and capabilities with our expert advisors' knowledge to help professional firms grow their businesses.
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.
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.
Who We Are
Sector Advisors & Collaborators
Time to Think Business Coach, Owner Arrowsmith-Brown.com
Chartered Accountant, Chairman of Displaynote Technologies
Director, Wiser Working - Head of Resilience and Performance
Contact Us
We'd love to hear from you. You can call us on +44(0) 28 9558 2071
Or, please feel free to complete the contact form below and we will be in touch as soon as possible.
Practice Edge is a trading name of Covato Limited, a company based in Belfast Northern Ireland.
Registered Office Address:
Ormeau Business Park
8 Cromac Avenue
Belfast, BT7 2JA
Company Number: NI641938
VAT Registration: 266822088
