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Sustained Behavioural Change
Professional Services firms have very little latitude to
drive business development behaviour through traditional means
such as remuneration and consequence management. This is because
remuneration is typically based around billable hours, not
business development.
This is one of the major reasons why business development
is sporadic in professional services firms, the industry has
a standard remuneration expectation that is not based around
incenting for new business development. Therefore to achieve
sustained behavioural change, you need a systematic way of
driving behaviour to unsure you have long term change.
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