Actuaries don’t market the services of insurance companies and software developers rarely put their coders in front of clients. Yet, even as professional services firms become better at harnessing the expertise of marketeers, the sector is increasingly training fee-earners to sell. What is going on, and should the professionals leave it to the professionals? James Lumley finds out more.
“Like many of my colleagues and peers, my role is to not directly sell,” says Amit Champaneri, Head of Clients and Sales at Deloitte in London. “Directly influencing a sale from a pure sales or BD role does happen, but it is still a very rare thing to do.”
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