ENGAGE | CONNECT | GROW
In a professional services business, you are all experts or aspiring experts. Ultimately, clients pay you for your technical expertise, experience and advice. As this infographic from Beaton Consulting shows, the Number One Driver of Consideration (i.e. why a client considers purchasing your services) is “Expertise in area of need”. What makes a client choose […]
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Today’s successful professional services business needs team members that are both technically proficient and skilled at relationship building – for developing new business and providing quality client service. So why is this becoming more important and how do you manage this relationship-driven competency dynamic? The work is more complex, but clients want it simplified Gone […]
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As we experience the economic fallout of Covid-19, we know the coming months are going be challenging. Focus and perseverance will both be essential. So, when it comes to your marketing and business development strategy, what should you and your firm focus on? 1. Review your strategy If you have a business development strategy in […]
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There is no doubt that we are currently experiencing extraordinarily challenging times. It’s not the first time and it won’t be the last. During these times, it is critical to communicate directly and frequently with existing clients. It’s also a good time to be a visible expert and communicate with other important audiences, including potential […]
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The current Wikipedia entry for the term “thought leader” says: “The phrase “thought leader” is identified by some writers as an annoying example of business jargon and appeared in Forbes magazine’s 2013 annual “tournament” of “corporate America’s most insufferable” business buzzwords and clichés.” Despite the overuse and corruption of the term, strategically targeted and well-executed […]
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Do you need to be a thought leader to sell your professional services? Not necessarily, but you can use a thought leadership strategy to build your visible expertise. From this Forbes article “What Is A Thought Leader?“, a thought leader can be defined as: “A thought leader is an individual or firm that prospects, clients, […]
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In the current professional services environment, where clients are demanding more of everything and have a great deal of choice available to them, you need to stand out. Prospective clients are making purchasing decisions based on their perceptions of you and your firm, your personal brand and your firm’s brand, so you need to actively […]
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In a relationship-driven business, like your professional service firm, it might seem like digital marketing doesn’t apply to you. Or, you may be wondering if it does apply, because it sounds like it might be helpful. The problem is you don’t know where to start or you have started and you’re not seeing results. Is […]
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If you are into comics, you will probably know that Wonder Woman and Superman belong to the DC Comics world and Spider-Man and Black Widow are from the Marvel Universe. If you’re really into comics, you might be fiercely loyal to one or the other. If you’re like me, you just know the super heroes. […]
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If your business is a highly relationship-driven business, such as a professional service firm, you may still be wondering what role social media plays in building your business. Everyone seems to be singing its praises, but few can articulate how it will benefit your business and how it will positively impact your bottom line. Relationship-driven […]
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