Sarah Waley Email & Phone Number

Sydney, Nsw, Au

Sydney, Nsw, Au

Sydney, New South Wales, Australia

Reporting to the Board and CEO, this role is focused on driving the firm's client care, innovation and growth strategy.

Sydney, New South Wales, Australia

At Ideas in Practice we deliver smart, practical, profit-focused business development, marketing & client strategies for legal and accounting firms. We help firms at each stage of the client lifecycle; from targeting, tendering and winning new business, to onboarding, nurturing and retaining loyal and profitable clients. We assess how your firm communicates and connects and provide strategies on how to build your brand, stand out from competitors and enhance client and industry relationships to achieve strong ROI.We then work closely with your management and marketing team to implement these strategies; or if you don’t have internal marketing resources, we provide experienced outsourced marketing and business development advice & support.OUR KEY SERVICE AREAS ARE:> New Client Acquisition/ Targeting> Tenders/ Award Submissions> Client On-boarding> Client Satisfaction (Interviews, NPS & Service Enhancement)> Innovation & Technology (CRM, Dashboards)> Brand/ Communications Strategy> Digital presence (LinkedIn, Twitter, Websites and Search Engine Optimisation (SEO)) > Sales Training/ Coaching> Strategy Days/ Retreats> Strategy Planning, Audits & Implementation

Sydney, Australia

TurksLegal (Turks) is a 200 strong commercial law firm specialising in Insurance, Banking and Commercial law and operating in Sydney, Melbourne, Brisbane and Newcastle. As Head of Business Development and Marketing for over eight years (plus one year as a Consultant), I assisted Turks to:• Respond to 45+ institutional tenders and 100’s of smaller tenders, achieving a significant win rate.• Develop and implement a comprehensive Client Care Program, personally carrying out over 125 in- person client interviews and developing robust service enhancement plans. Complemented this with a six-monthly electronic survey program, attracting over 450 responses with a "world-class" Net Promoter Score (NPS) of over +80. • Develop a comprehensive digital content strategy using social media platforms and video content. I led the design and development of Turks' publication hub, and the creation of three unique, fully searchable online Guides, with over 2,000 industry subscribers. I also led the development of a purpose built video-recording studio for webinars.• Win the 2021 Insurance Specialist Firm of the Year, Australasian Law Awards; One of 3 national finalists in the 2021 Lawyers Weekly LGBTQI awards; Finalist in the Lawyers Weekly Insurance Specialist Firm of the Year awards and Best Lawyers awards and Doyle’s Guide listings.• Launch the firm's leadership Scholarship with Women in Banking & Finance (WiBF), now in its 8th year and continually growing in popularity with a highly esteemed panel of industry judges.• Nurture and develop a core marketing team, who have worked together for over a decade.Working with the firm's Board and Practice Heads, I helped develop the firm's corporate strategy, and develop personal Business Development plans for rising stars.I have trained lawyers on how to use social media channels and regularly presented to 50-100 participants on business development and branding initiatives.

Sydney

Head of the National and East Coast Business Development and Marketing team for close to six years, managing a team of 12 marketing and BD professionals. Key achievements included:• Increasing PKF's tender success rate significantly by introducing "best-practice” tendering tools, processes and training.• Presenting on best-practice business development and marketing content across Australia, and internationally at PKF’s Asia Pacific conference in Vietnam and the PKF International Symposium in Portugal.• Introducing a team of Business Development professionals who, in just their first year, secured hundreds of meetings with new contacts and generated significant tender opportunities.• Re-engineering the firm’s PR strategy, to result in PKF becoming the second most frequently-mentioned accounting firm in the BRW and AFR; generating a return of $11 for every $1 dollar spent on PR.• Evolving marketing from a tactical, events-focused function to a trusted strategic business adviser and support to the firm’s Executive, Practice Heads & senior professionals.• Providing strategic business development and marketing counsel to the firm’s 70+ Partners.• Initiating and coordinating a major PKF rebranding project (in conjunction with HR); including brand research and the rollout of core brand values, and brand messaging both internally and externally on a national basis.• Collaborating with the firm’s IT team to introduce Microsoft CRM to the firm, mapping internal processes and creating a master ‘adoption’ plan. • Working with PKF’s national ‘small firm’ alliance network, PPN, to deliver content and workflow through an online technology platform.

Sydney

During this period I launched a consulting practice providing project management, sales and marketing and translation services to a range of small to medium sized businesses. Key achievements include:•Providing Cochlear with project administration services for key technology projects.•Short-term sabbatical cover, managing Member Benefits Program for The Institute of Chartered Accountants. •Implementing ACT CRM for Carpet Care Services Pty Ltd, a small business requiring client management software.•Translating two software products from English into French and German for Docscorp Pty Ltd.

Sydney, Australia

• Through developing and executing a strong sales strategy, I achieved the target of connecting CCH with 10% of new clients. • Successfully developed and delivered customised internal training programs based on the Profitable Practice range of applications; developing solution-based sales and support skills across the organisation. • Successful management of key supplier relationships, including creation of supplier contracts, chairing of monthly Steering Committee meetings and management of key deliverables.• Managed project communications with key stakeholders through a program of meetings, presentations and ongoing communications and reporting.• Analysed project key performance indicators, identifying project risks, and creating and implementing mitigation strategies.• Development and communication of workflows to support the distribution and maintenance of the product range.

Sydney, Australia

• Via direct telephone sales, built a significant network of business coaches within a short period, exceeding individual monthly and annual sales targets. • Developed and executed a catalogue of professional training programs for coaches, based on the MAUS software programs and other requisite soft skills. • Successfully managed the introduction, sales & marketing and support of a range of software consulting tools, helping accountants expand their service offering from a compliance focus to incorporating business advisory services. • Managed the distribution of MAUS products into retail stores nationwide; assessing and enhancing the skills of retail sales staff by providing training and reference materials in chains such as Harvey Norman and Officeworks. The success of this project contributed to a considerable increase in the MAUS retail business.