Digitising the sales process for professional services - Source Global Research interviews Bob Pethick

COVID-19 has had a significant impact on the way we all buy goods and services—regardless of whether that’s B2C or B2B. In the world of professional services, personal relationships have always been a key driver of sales; as such, professional services firms have had to deal with more disruption to their sales processes than most businesses over the past year. After all, how do you sell a human-driven service when you can’t get your people in the same room as your client?

Historically, the relationship-driven nature of the industry led many providers to assume that the pace of digitisation within the sales process would remain relatively slow; technology, it was thought, could never be an effective substitute for facetime between an account manager and their client. But the pandemic turned this entirely on its head. Virtually overnight, firms found themselves needing to learn how to sell in this new, more virtualised environment. To understand how PwC tackled this challenge, and how the firm ensured it had access to the skills and technology necessary to continue selling in this new world, professional services research firm Source Global Research spoke to Bob Pethick, Global Advisory Clients and Markets Leader.

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