Research. Reveal. Refocus

Disruptive stresses and digital hope in the 21st century professions ecosystem

August 18th, 2014 |

It’s not conventional to talk of the professions ecosystem, but the idea certainly helps understand what’s occurring in so many aspects of professional life.

This post makes a small contribution to exploring the disruptive stresses and digital hope that are starting to characterise the professions ecosystem of the 21st century. (more…)

Posted in Beaton news, Hightlight, Professional Services | 2 Comments »

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10 trends in client service expectations

August 11th, 2014 |

A recent post by Micah Solomon in Forbes on 10 trends in client service expectations (my paraphrasing of his title) caught my eye. When I taught industrial, aka B2B, marketing at Melbourne Business School the doctrine was consumer buying behaviour and B2B buyer behaviour are quite distinct in most respects.

That’s still true, but not nearly to the same extent as Beaton’s decade-long research on professional services firms shows. (more…)

Posted in Beaton Benchmarks, Beaton news, Hightlight, Professional Services | 4 Comments »

Price is positively correlated with the value perceived by clients

July 28th, 2014 |

Beaton's research amongst 10,000s of clients of professional services firms over the last 10 years shows that perceived price is positively correlated with the value perceived by clients. Yes, that's positively correlated. In other words, the higher the price, the higher the value perceived by current buyers users of the service.

In these days of enormous price-down pressure on every firm in every profession, this finding – that perceived price is positively correlated with perceived value – warrants repeating. And explaining. And testing. And learning to use in practice. That's because it's seems at odds with everyday experience of firms.  (more…)

Posted in Accounting, Analytics, Beaton Benchmarks, Engineering, Hightlight, Law, Legal, Professional Services, Showcase, Strategy | 2 Comments »

Selling professional services: Damned if you do – Damned if you don’t

July 7th, 2014 |

Selling professional services has never been harder. Competitive intensity is increasing within and amongst the professions, especially law and accountancy. The winners are focusing on delivering great client service experience – the losers are focusing on sales. Now read on.


Posted in Accounting, Beaton Benchmarks, Engineering, Hightlight, Law, Legal, Professional Services | No Comments »

More on the importance of cost consciousness in law firms

June 23rd, 2014 |

More on the importance of cost consciousness in law firms was added to the discourse last week in George Beaton's video interview with Australasian Lawyer.

Building on Mel Anderson's great post on why cost consciousness is valued by clients, in the interview George re-states the 'incontrovertible evidence' that cost consciousness plays a greater role than price in how clients perceive the value they receive from their law firms.


Posted in Hightlight, Legal, Showcase, Strategy | 2 Comments »

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