Blog | beaton | Page 11 of 13

Jul 22, 2016

Some firms do. Some don't. beaton wonders why.

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...

Jul 18, 2016

Why firms with the leading industry reputations win

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...

Jul 12, 2016

Is yours big enough?

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...

May 23, 2016

Why 80% of clients choose more expensive firms

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

May 2, 2016

Why overall client service consistency matters so much

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

Apr 22, 2016

The NPS is no panacea for understanding client loyalty, but...

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

Apr 22, 2016

Ways to deliver fair value

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

Apr 21, 2016

Maximising your bid:win ratio

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

Apr 19, 2016

Focusing your prospecting and pitching on what matters most to clients

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

Apr 9, 2016

Why Consideration matters

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