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...

May 9, 2017

Report: Our special report into client and market perceptions of public ownership of specialist intellectual property firms is now available for purchase.

The report draws upon the views of 143 domestic and international clients of IP firms. Respondents were surveyed ov...

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).


May 25, 2015

Helping clients cross-buy is one sure way to grow organically in a stagnant market. Yet so few firms recognise the opportunity. The chart in this post provides empirical evidence that clients actually value using multiple service lines from a single firm. In other word...

September 22, 2014

Flying across Lake Michigan to land at O'Hare airport today, I was recalling what I know about Chicago.

One thought led to another and courtesy of in-flight wifi, I thought I’d share some data to challenge you to think about the premium in your firm's brand.

First Chicag...

December 2, 2012

Drawing on Catapult Growth Partners’ real world, hands-on experience we have analyzed what distinguishes excellent marketing and business development teams in professional services firms. It's not rocket science, but it is surprising how few firms strive for, let alone...

April 23, 2012

In a phrase, the singular priority of leading professional services firms is profitable growth.

So when some 50 invited CMOs and CBDOs of the world's leading PSFs gathered for the inaugural Gro Pro conference in Baltimore recently there were no surprises in the issues o...

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