Professional Services Firms are fighting in regards to maintaining and locating the business. This along with how many need to come to grips with the truth that they will need to market. The market has certainly shifted. You can’t sit aggressively waiting for the telephone to ring.
A single spouse from a well-respected law, firm vented his frustration in the lack of actions being taken in his own company by spouses and their teams concerning driving the drive to find new business in new and current accounts. He said that some groups were sitting around with no work to perform and nobody knows what to do about it.
“It is so frustrating, they simply don’t even understand how to get a telephone and call prospects and clients. They are only sitting there saying they don’t have any work to perform all of the while our business is trying hard to meet sales targets. While I understand some support areas are hit harder than many others there’s still work to be performed and when we can only just get speaking to clients we’d be fine. All I would like to do is to get out and have coffee with as many customers as I could and even though I have not been educated on how to market wa ell-finding business. Although I want to understand how to get it done for certain”.
Regardless of the more demanding marketplace, you’ll find market opportunities that are on the market. There’s cash to be made. There are customers to be obtained! But several professional services companies aren’t denying their true potential. For more details, check About Dejean Law, DeJean Law Family Law and DeJean Law Criminal Defense.
Relying mostly on passive referrals for new business prospects and glossy marketing stuff, many professional services companies aren’t securing their present and future revenue flows. They’ve left themselves vulnerable and weak. Oftentimes, they’re not even obtaining their current customer databases to find out what new business opportunities exist.
And do not even speak to them about cross-selling and up-selling other support lines – most remain trapped from the silo mentality.
During our observations and work from the services industry, it seems many managing partners and principals are needing more from their spouses, directors, supervisors, and partners in regards to proactively building sustainable and lucrative business relationships with their clientele. The issue is a lot of them don’t know where to begin or how to get it done. They’ve attempted to create a start by placing on a Business Development Manager but it’s actually the partners and supervisors themselves who should be out there promoting within the job.
Our study proves that no more can it be good enough for all these people to rely solely upon their technical proficiency i.e. being a lawyer or accountant. Now and in the long run, these folks also will need to efficiently self encourage and potential for new business utilizing ethical and professional revenue plans, demonstrating real value for the money.
But, the sales role doesn’t come naturally to many people in their own professions and frequently they do not have the relevant tools essential to make it operate. They certainly were not taught this at college. In reality, many have been fed derogatory myths concerning promoting and several still consider these to be true now. That is just one reason they’re in trouble.
We’ve discovered that lots of professional services team have yet to be shown the ideal way to market or educated the behaviors and skills required to set them in a position to acquire the superior business. Frequently the earnings function’s significance is sabotaged, underestimated, or left to too few individuals, generally the most senior spouse or”rainmaker”, potentially leaving the business vulnerable to missed market opportunities, concealed earnings, and rival erosion.
Many companies lack the bases to make a workable professional sales civilization e.g.:
Inaccurate or bad understanding of what great selling is and its significance to business
Very poor skills in the revenue area
Partners and supervisors lacking immediate responsibility for brand new business and earnings growth
Mixed messages: “I have to find more business but when I do not do my 6 billable hours that I will not fulfill my performance criteria”. Partners are being captured in the hour operation snare rather than utilizing placing the opportunity to get outside and develop the business they could then pass on to their own teams to provide.
No use of customer databases along with also a silo mentality limiting up-sell and cross-sell opportunities
No new business sales plan or strategy
No customer retention plan or strategy
No earnings model for individuals to understand, follow and apply
Revenue restricted to pull’ advertising approaches such as brochures, website, etc. at the expense of proactive advertising and actual professional relationship sales approaches
No Key Performance Indicators and Key Result Areas connected to earnings, new business development, etc…
To name a few.
Given that professional services companies are working in an increasingly competitive market place having much more sophisticated clients anticipating higher levels of value and service and a Number of their solutions are in danger of being commoditized:
– What are companies doing to distinguish themselves?
– Are they making sure of their potential viability and success?
– Are they making certain their earnings match?