Some firms do. Some don't. In which category did this managing principal's firm fall? We asked ourselves this question this week when we...

One of the big trends we have seen across the professions over recent years has been firms changing their ‘go to market strategy’ from an...

This blog was prompted by a question and comment from a client, who asked “Given we provided a database of 6,320 contacts, and you...

When we present our beatonbenchmarks™ reports, the section about why clients appoint a more expensive firm often gets the most attention,...

The way clients experience overall client service is a function of a professional firm's culture. This post explains why overall client...

In thinking about NPS, I usually focus on two things: Its distinctive formula of: NPS = Promoters – Detractors, and The originators'...

This post explores ways to deliver fair value to both their clients and professional services firms. It shows why one of the key elements...

Increasingly firms are using their bid:win ratio to gauge return on investment, that is to maximise the value of their bid:win ratio....

To win work, you have to convert clients from consideration to purchase, in other words you have to focus your prospecting and pitching...

'Why Consideration matters' addresses a critical marketing metric, namely the proportion of prospects and clients who would consider...