Mountain Bike Web

Inside the Mind of Professional Services Buyers In Good Times and Bad

One of the evergreen questions our clients ask is: “what are the key factors that drive executive buying of high-end professional services?” The answer to this question is critical because it determines how to market, sell to and connect with these potential buyers and has become all the more important in the face of market head-winds. So here’s the good and the bad:

Hiking Web

Squaring the Circle of Cost Cutting and Client Development

Active cost-cutting is all around as the global economy faces serious headwinds in the form of stubborn inflation and geo-political uncertainty. At the same time, we are hearing from our clients about tremendous pressure to grow. Squaring the circle of these competing demands isn’t as hard as many will make it and those that succeed will do things faster, better and simpler than the rest.

Hiking Web

Your 2022 Marketing Playbook – Less but Better

With the arrival of fall we are seeing the lingering and even the return of pandemic restrictions across many geographies. Given this, we take stock of the lessons from the last year to inform what have now become sound client engagement practices no matter what the coming months may bring. Here is our short list of three immediate to-do’s for marketing and sales leaders in professional services, B2B, and beyond.

Skiier Web

What To Stop and Start in 2019

At H2A, we are not big on New Year resolutions. We are more of the “try new things all the time to improve performance” types. That said, we know many business leaders are making their lists for things to do in 2019. In that spirit, and regardless if you wear a B2B or B2C hat, here is a list we hope you find worth exploring if not a bit inspiring (spoiler alert: it has a bias toward doing less but doing it better).

Fall Chairlift Web

Client First vs. Client-Centric: How and Why Most Service Firms Get It Wrong

There’s seldom a day when we don’t hear the mantra that “our clients come first”. Indeed, time and again we see the tremendous sacrifices and efforts made by those we serve providing great solutions, products, and services to their customers. This often means long days, late nights, long flights, and a drop-everything attitude to ensure the best possible outcomes for the clients and customers that are the life-blood of their businesses. That said, we see that many organizations miss the forest for the trees by prioritizing the wrong things — ideas, service models, add-on services — all while reciting the “clients come first’ mantra”. A fix is needed, and we provide some suggestions here.