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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.

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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.

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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.

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River Lagan Bridges, Belfast, Ulster
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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?

our approach

We could help your firm build a competitive edge and improve commercial performance

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We 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.

Take a few minutes to

Discover Your Firm's EDGE Score

and identify ways to improve results

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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

Make Better Group Decisions...

( in partnership with expert coach )
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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.”

// Head of Marketing, harbinson mulholland chartered accountants, co-founder, ni family business forum
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".

// director, co-founder, ND culture
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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.

// Time to think coach, owner
Michael Black, Chairman of Displaynote Technologies
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."

// chartered accountant, chairman of displaynote technologies
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Who We Are


We combine our practical experience and capabilities with our expert advisors' knowledge to help professional firms grow their businesses.

Jonathan Lancaster
Picture of Jonathan Lancaster, Practice Edge
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 Irving
Jonathan Lancaster profile photo
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.
Who We Are

Sector Advisors & Collaborators

Matthew Arrowsmith Brown profile photo
Matthew Arrowsmith-Brown
Time to Think Business Coach, Owner
Michael Black profile photo
Michael Black
Chartered Accountant, Chairman of Displaynote Technologies
Noel Clerkin profile photo
Noel Clerkin
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.

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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