Georgina Swain considers the need for planning your firm’s future progression

In a business which makes much of its money selling time, making time for business development can be extremely difficult. Our focus is usually on maximising billable hours – and if you trained or spent time during your career in a large firm, that is how you will have been managed – and how your success was measured.

Recording every minute of your time, so you can charge it to a client or a job – and at the same time delivering a great service to your clients – piles on the pressure. It’s no wonder that, for many professionals, creating time for business development is a real challenge.

However, we all know that sales mean survival – and in today’s competitive environment prospective...

Georgina Swain
Bridge Cape

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