Traditional marketing and relationship-building activities are challenging at a time when the professional services market is buoyant and...

Grow your firm by helping clients to switch to you may sound like a simple statement of obvious advice. It’s not because, as the research...

It's 25 years since David Maister published Managing the Professional Service Firm (1993). Does client data back his views?

Make your client database a real asset Make your client database a real asset reminds us that, while it’s not found on your balance...

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

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...

This is the first of a series of posts on how to develop and execute an effective industry strategy to drive profitable growth in a...

If you look around law and other professional service firms, it is clear that after a period of decline, the Managing Partner, Clients...