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Bigger. Better. Both?

  • 28 July, 2014

    Relevance and behaviour – the art of selling a professional service

    . Accounting. beatonbenchmarks. Consulting engineering. Engineering. Law. Management consulting. Other professional services. Strategy

    I was recently asked to sum up in one sentence the essence of successfully selling a professional service – be it consulting engineering, law, management consulting, or accountancy. I answered – “It is all about being relevant and deploying the right behaviour to create meaningful differentiation in an otherwise homogenous market”. “Easily said” I hear […]

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  • 14 July, 2014

    For services firms clients are canaries

    . Accounting. beatonbenchmarks. Consulting engineering. Law. Management consulting. Strategy

    In services firms recent research shows clients are canaries. We all know in yesteryear caged canaries were used in coal mines to detect lethal gas. Well, Beaton’s research shows for professional services firms their clients are canaries. Over the last 10 years research by Beaton Research+Consulting (BR+C) has identified seven professional services firms in Australia […]

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  • 7 July, 2014

    In law, there’s a case for co-opetition

    . Law. Strategy

    In law, there’s a case for co-opetition as ‘There’s room enough for Big Law and LPOs‘, a recent inimitably provocative article by Peter Kalis in The Lawyer, shows. Peter is the Chairman and Global Managing Partner of K&L Gates and an articulate commentator on matters related to BigLaw. We should all listen to him.

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