August 8, 2018

In the US, the Am Law 20 (20 largest firms by revenue) are being outperformed by Am Law 21-200 firms on several key service metrics, including responsiveness, efficiency, quality of work, and solutions focus*.  

We decided to look at our beatonbenchmarks data to see how...

February 6, 2018

beaton has just published the Finalists in the 2018 Client Choice Awards. The winners will be announced at the Awards dinner in Melbourne on 14th March.

People often ask us how firms win, and what differentiates winning firms … if you are interested please read on.

How f...

July 10, 2017

Professional services are the final frontier for branding.

The period since the millennium has seen the rise of business development and client relationship management to drive competitive growth. The next era will see brand differentiation as the new battlefront in pro...

June 5, 2017

Marketing investment has uncertain returns for law firms. This is the headline from a survey of CMOs at 68 of the world’s leading law firms by consulting firms Calibrate Legal and Totum Partners (1). This timely report is further evidence of the need for robust metrics...

December 12, 2016

This post follows beaton’s successful joint webinar with APSMA on 22 November 2016. During this webinar, Paul Hugh-Jones (Partner, beaton) and George Beaton (Executive Chairman, beaton) discuss trends in client buying behaviour, best practice in client centricity and w...

July 18, 2016

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 internal product focus (expertise/ service line/ practice group) to a client-centric view of the world (industry sector/ market).

An...

May 23, 2016

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

Of course, this doesn’t mean that 80% of clients always choose a more expensive firm, but it does mean that...

April 19, 2016

To win work, you have to convert clients from consideration to purchase, in other words you have to focus your prospecting and pitching on what matters most to clients. This requires effective business development, with prospecting and pitching that is more persuasive...

April 4, 2016

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 professional services firm.

Clients are telling us loud and clear that they value and select advisors based on industry expertise and expe...

October 26, 2015

The three things that create value for clients jumped out at me during the excellent 2015 APSMA conference 'Reframe the future' in Sydney on the different market forces, challenges and opportunities facing professional services.

There were many points of view on the fut...

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