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Buying and Selling

Published Mar 2021

Consulting has always been a heavily relationship-driven industry, with firms leaning on their partners’ personal connections with clients to maintain a healthy pipeline of work. But with more work now being delivered remotely, and with client facetime an increasingly valuable commodity, it’s become harder than ever to build and nurture those relationships.

If firms want to continue winning bids, they will need to accept that the rules of engagement have changed. This report looks at how the buying process for professional services has changed; and what firms can do to remain competitive in this new environment.

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