PMC

Does your firm have a good track record of winning new clients in competitive situations?

A worse than evens track record in winning new business is not uncommon in the profession!

Accountants have traditionally been deeply uncomfortable with selling, an activity that they often associate with the double-glazing representative leaving claw marks on the carpet as he is dragged out! In reality, high-pressure selling is unlikely to work in a professional situation. What is needed is an intelligent approach, which will enhance your firm in the prospective client’s eyes and will not only win you the business, but lay the groundwork for a lifelong business relationship. PMC sales trainers have been formally trained in a variety of proven methodologies and have in excess of 20 years experience in handling high-value sales campaigns in complex situations, and in developing large accounts. These techniques are in use in many of the national firms and are helping them win market share.

A PMC course can be either one-to-one or classroom based, depending on the number of attendees, and come with a complete course guide and reference material. Using our techniques, you will be more in control of prospective client meetings and will be able to predict the rate of new client take-on more accurately, and forecast your growth in fee income more reliably.

In addition to helping you to win new business, we can help you implement the sales-oriented culture appropriate to your firm. We believe your business will be most successful when your client-facing staff treat all client interactions as if they were potential sales situations. They need to project the firm’s image in a positive way, always be quietly looking for new business opportunities and be motivated to pass these on to partners to follow up. Sadly , this does not happen by accident – your people need to be trained..... and motivated.

PMC has devised a range of programmes both to help ensure your staff always "fly the flag" for your firm, and to encourage clients to want to help the firm. 

To discuss your own sales competitiveness and how it may be improved, contact us or e-mail us at This e-mail address is being protected from spambots. You need JavaScript enabled to view it for a free initial meeting.