Michael W. McLaughlin
The ‘rules” of the professional services industry are quickly becoming relics of a bygone era. Client buying patterns are shifting radically and new models for delivering services are upending the status quo.
For many businesses, traditional competitive advantages, such as brand and scale, have largely evaporated.
As a result, four trends now define the market:
Clients have zero tolerance for seller-centric behavior. They won’t put up with generic sales pitches; instead, today’s clients will tell you how they want to buy.
The “Black Box” approach to delivering services is DOA. More than ever, clients want to co-design the services they buy. You can’t just tell them you’ll deliver the value. Clients want to be part of the process every step of the way.
“Show me” is the new norm. It’s no longer enough to tell clients what you can do. You have to prove it before they buy.
Clients have raised the bar on the value they demand. Your buyer’s expectations of value extend well beyond the proposed benefits of your service.
Whatever challenges you face with ever-changing clients and markets, our goal is to help you express unbeatable value to clients, win rewarding work, and still have a life.
We offer many options to help you address your key market challenges:
Buy one (or both) of these books. Winning the Professional Services Sale provides answers to the most complex sales challenges you face, from qualifying leads to hiring top talent. Guerrilla Marketing for Consultants offers you a market-tested strategy to launch or grow any professional services practice.
Bring Michael McLaughlin to your next business meeting, event, or training program. Whether it’s a keynote or a workshop, he will inspire your group to achieve higher levels of performance. He will deliver the latest thinking in services marketing, selling, and strategies–in an engaging and provocative way
Sign up for one of our newsletters. Each month, we publish two e-newsletters on topics such as marketing, selling, practice management, and business strategy. We conduct monthly interviews with industry thought leaders, and deliver practical ideas to your email box. And both newsletters are free.
Read our blog. To keep up on concepts and trends in the services industry, look to our award-winning blog. That’s where you’ll find our latest insights, ideas, and timely advice for professional services providers.
Browse the archives. We’ve assembled hundreds of articles and resources on all facets of professional services, including marketing, sales, project management, account planning, and much more. Be sure to look at our article archives here and on our other site, Management Consulting News.
Download a free ebook. We have two ebooks that you can download, read, and pass along to others. They cover the fundamentals of professional services marketing, selling, and client relationship management.
Call for a consultation. We offer a range of services, including group learning events, individual consultations, and practice improvement initiatives.
Call or write to find out how we can work together to achieve your business and career goals.
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