The internet has created a world without borders. Just as this new business reality has shaken industries such as manufacturing and IT – it is now hitting professional service firms. While the full ramifications of the “borderless” world are not yet clear, one thing is for sure: clients are now increasingly willing to engage professionals halfway around the world.

As traditionally local practices are forced to compete in a much wider marketplace (regional, national or even international), many firms will need to rethink the way they develop business – or risk losing out to new competitors.

This beckons two questions: How did this happen? and How do I win at the new game?