April 22, 2016

In thinking about NPS, I usually focus on two things:

  1. Its distinctive formula of: NPS = Promoters – Detractors, and

  2. The originators' claim that the Recommend question is the key, indeed only, question needed to assess client loyalty and satisfaction.

These ra...

April 22, 2016

This post explores ways to deliver fair value to both their clients and professional services firms. It shows why one of the key elements of beatonbenchmarks research is an analysis of what clients consider to be fair value for professional services in any given market...

April 21, 2016

Increasingly firms are using their bid:win ratio to gauge return on investment, that is to maximise the value of their bid:win ratio.

Business development in a B2B enterprise, including professional services, is much more costly than a business to consumer enterprise be...

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 9, 2016

'Why Consideration matters' addresses a critical marketing metric, namely the proportion of prospects and clients who would consider engaging a professional services firm.

Creating sustainable growth in professional services requires a firm to continuously strengthen it...

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...

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