Pricing strategy

Mar 30, 2020

When clients are prepared to pay more

When clients are prepared to pay more shares one of the many important findings in the beatonbenchmarks20 reports. These reports cover...

Mar 15, 2020

The CX Report: Clear ROI and some unexpected implications

We are excited about beaton’s new CX report for two reasons. First, the report provides unequivocally clear evidence that increasing...

Oct 26, 2019

Clients will pay more for excellent client experience (CX)

CX is the new buzzword and board room priority. And rightly so, as professional services firms strive to execute client-centric...

Nov 30, 2018

Insights from Managing the Professional Service Firm live on

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

Mar 20, 2018

One in three clients will pay more for your services … but who are they?

In its soon to be released 2018 beatonbenchmarks survey, beaton found one in three clients of professional service firms said they would...

Sep 19, 2017

Top Three Challenges: Price, Price and Price

The top three challenges facing law firms are all price related (1): 1. Negotiating price with clients (Price) 2. Winning new business...

Feb 5, 2017

Maximise the profitability of your client portfolio

A professional services firm has four client-related levers to pull to maximise its profitability. Let's start by sketching an...

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,...

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 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...