Integrating Marketing and Business Development in Professional Services Firms

Professional Services Firms’ Sales and Marketing Teams Are Largely Out of Synch as They Work to Generate Demand for and Awareness of Their Organization’s Services

Sales and marketing functions in a large majority of professional services organizations struggle to achieve better than average performance in attracting attention and new clients, largely because of lack of focus, coordination of efforts and relevant performance metrics — according to a new survey conducted by The Bloom Group of sales and marketing executives from 224 professional services organizations in North America and Europe.

The survey of professional firms primarily in the accounting, consulting, and law sectors found that only 29 percent are highly or very highly successful in creating awareness of their expertise and services with target buyers. Furthermore, just 31 percent were highly or very highly successful in establishing relationships with new clients.

Download the research results presentation PDF.

Request your copy of the full the whitepaper, to be emailed in March 2008.