beatonbenchmarks | beaton 3/4

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

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 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...

Apr 4, 2016

How industry strategies drive profitable growth

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...

Sep 29, 2015

Note on technical improvements to beatonbenchmarks

This note explains technical improvements to beatonbenchmarks that provide a better, faster, and more value-for-money service. In the...

Aug 8, 2015

Why haven’t we done something about our pricing sooner?

There's no excuse for the professional services lament: "Why haven’t we done something about our pricing sooner?" Delegates from all over...

May 25, 2015

One sure way to grow organically in a stagnant market

Helping clients cross-buy is one sure way to grow organically in a stagnant market. Yet so few firms recognise the opportunity. The chart...

Apr 7, 2015

Here's how to help your clients cross-buy

Helping clients cross-buy is one sure way to grow organically in a stagnant market. Yet so few firms recognise the opportunity. The chart...