Professional Services |
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Does the business development function in your firm rely on PowerPoint presentations and resume description to gain new clients? Does your firm find an increasing amount of the business opportunities results from RFPs? Does your firm struggle to establish and maintain differentiation? Does your firm struggle to penetrate client opportunities deeper than the initial assignment? If you answered “yes” to any of these questions, you are not alone. Professional Services is probably one of the last markets to recognise that its customer base regards it as a commodity. Even the most high-end consulting firms, the most prominent accounting firms, the most eminent legal firms; when viewed through the lens of the clients they depend upon, see them as virtually interchangeable. The reason is that all of those firms have done their selling through resume excellence and historical reputation. What they are finding is that their market is both flattening out and becoming increasingly price competitive. They are least equipped to deal with this because price competition feels like a tawdry environment for these people; they aren’t used to having to compete on price. Moreover, these professionals tend to be the smartest people in the marketplace, so they have grown up doing all the telling. They have grown up having the right answer. It’s not about having the right answers anymore; it’s about understanding what the client really is looking to do; what the client doesn’t recognise that they need to see; and how you can help that client make self-discovery, as opposed to telling them answers. By engaging with Huthwaite, you will be able to embrace the techniques which establish your firm as the premier adviser that the client consistently depends upon. Here is a sample of our Professional Services clients:
Read our white paper Avoiding the Traps in Selling Professional Services . |
