Bigger. Better. Both?
28 July, 2014
Relevance and behaviour – the art of selling a professional service
Warren Riddell. 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 […]
14 July, 2014
For services firms clients are canaries
Dr George Beaton. 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 […]
7 July, 2014
In law, there’s a case for co-opetition
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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