Over the past years, knowledge-intensive industries have gained significant importance as economic factor, giving rise to professional service firms (PSFs) such

Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of

"Troy Waugh—'the rainmakers' rainmaker'—has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than th

An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had

Over the past three decades the Professional Service Firm (PSF) sector has emerged as one of the most rapidly growing, profitable, and significant in the global