Helping professional services
firms to win new business
In a world that seems more uncertain by the day, Wheeler Associates works with professional services firms to help them win new business.
Just when we thought things were returning to some sort of normality after the worst effects of the pandemic, the war in Ukraine has added to macro-economic uncertainty. Concerns about inflation and slowing growth are weighing heavily on business. M&A and capital markets activity are down. As a result, many professional services markets remain challenging: over supply means that competition between firms is fierce; clients have become more discerning buyers and users of advisory services; many firms remain undifferentiated; profits are being hit by rising costs, including the cost of recruiting and retaining talent; and, consolidation continues apace either defensively to save costs or strategically to grow international networks or strong sector positions.
Against this backdrop, Wheeler Associates advises firms how to protect and develop their key clients and win work from new clients in what is a competitive marketplace. We also train and coach partners so that they have the necessary business development skills to reach their targets.
For more than 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 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.