Many companies are now using external, third-party procurement consultants to manage the vendor selection process. How will this effect professional services firms?

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Peter Belsey believes that the bottom line for professional services firms is that without business development there is no business. And firms can learn some valuable lessons from outside the professions.

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To develop the skills that are vital for every negotiation, SBS asked Huthwaite Deutschland to deliver Win-Win Negotiation training. The training has been greeted as a success by SBS.

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EDB Teamco covers all areas of IT, from System Integration and Application Building to Outsourcing. The Scandinavian marketplace is small and highly developed and the company faces strong competition. EDB Teamco looked to Huthwaite to develop its sales and negotiation skills, a partnership that the company believes gives it 'an edge'.

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Executive Network is a fast-growing recruitment consultancy for the FMCG market, being very successful in the food manufacturing and retail sectors. When Barrie Moore was brought on board as Sales and Marketing Director to help facilitate expansion into new FMCG markets, he quickly recognised the need to develop his own skills and those of his consultant team if the companies ambitious growth targets were to be met, so attended Huthwaite's SPIN^® Selling Skills and Account Strategy for Major Sales programmes earlier this year, which has already paid for itself 10 times over.

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When a company relies on a network of national service teams to provide Europe-wide service, it is vital that they use a mode of communication that is appropriate to their market, consistent with their sales teams and helps them effectively realise business opportunities. IMS Health discovered the benefits of combining local expertise with consistency when Huthwaite were retained to deliver a pan-European solution to their needs.

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Ian Froggatt, director of sales operations at pharmaceutical intelligence provider, IMS, describes the critical role played by a behaviour change programme in meeting the challenge of new markets and increased competition.

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For many professional firms, the 'holy grail' of increased fee income is value creation by everyone who comes in contact with the clients. For most it has proved elusive, a wonderful concept that is impossible to achieve in practice, often because the process for achieving it is fundamentally flawed.

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In today's tough economic climate, every aspect of a professional services business can benefit from improved skills.

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