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How to convert wins into wons* (and decisions into dollars)

Winning-a-tender-is-easier-than-converting-a-win-into-revenue
*We love a word pun. The won is the official currency of North Korea. 

How to convert wins to wons* (or dollars)

Winning a tender is relatively easy. Converting it into revenue is what's hard.
You won a big tender. Well done, you. Still, it’s unlikely yours was the only firm appointed so what’s your plan to convert your...

Key account management is mission critical for professional services firms

Key account management should be mission critical for professional services firms
It's a business truth that all clients are not equal. Some are transactional; others relationship-based. Some are contracted; others are not. Some are price...