There may be no “I” in “Team”, but there is an “I” in “Firm”. In a professional services firm there are individual practitioners providing advice based on their individual knowledge and expertise. Practitioners are professionally qualified and […]
Why is implementing a professional services Client Relationship Management (CRM) system so difficult? CRM systems have been around for a long time now. We first saw tailored professional services CRM systems in the 1990s. Most firms know […]
It’s not immediately obvious how digital marketing works for professional services. Professional services are not typically e-commerce businesses; clients are not buying accounting, legal or engineering services like they’re buying everyday products. Digital marketing is valuable for […]
I call it digital business development. It’s connected to digital marketing and the two capabilities work together. In a relationship-driven business, like your professional service firm, it might seem like online marketing or selling doesn’t apply. Actually, […]
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. […]
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 […]
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 […]
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. […]
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 […]
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?“, […]
