Helping professional services
firms to win new business
With the world in turmoil due to the COVID-19 crisis, Wheeler Associates works with professional services firms to help them retain clients and win new business.
The economic impact of the crisis means that professional services markets are challenging: whilst some services, e.g. employment, restructuring, etc. are in increased demand, and some sectors are benefiting from the global lock-down, the overall picture is of recessionary economies and low levels of corporate transactions, which means reduced demand for advisory services. This will continue until economies can be fully opened up again, probably only when a vaccine is produced.
Against this backdrop, Wheeler Associates advises firms how to protect their key clients and win work in a recessionary marketplace; for most firms, growing their businesses by utilising the most effective marketing practices will have to wait until the crisis passes. We also train and coach partners so that they have the necessary business development skills to protect their key clients and win new business in these uncertain times.
For 30 years, we have worked with partners from across a range of professional services firms refining our understanding of those marketing and business development practices which work best for firms in this sector. We have advised through several economic downturns, although none as bad as this current one. We understand the partnership culture and why partners are often reluctant to embrace marketing. This understanding and our experience has allowed us to work successfully with many firms to educate, direct, support and coach partners to become first-class marketers and winners of new business.
In the course of our work, we have developed a proprietary model for defining ‘best in class’ marketing for professional services firms. All our work for clients is underpinned by this model which identifies seven processes which are critical to marketing success.