It's a great time for selling professional services. The down economy of the past five years has caused many businesses to outsource non-core business functions like accounting, legal, marketing and insurance so that they can concentrate on their primary business mission. The constantly increasing cost of hiring employees and associated regulation has accelerated the trend of outsourcing non-core business functions.
At the same time, economic green shoots seem to be sprouting. There is conflicting economic data on the strength of the recovery, but my sense on the ground is that businesses are increasingly willing to spend money on professional services. Many professionals services are a must - think accounting, legal and tax planning. From my perspective, it seems that businesses are more willing to spend money on things like marketing and management consulting than they have been over the past five years.
So the question is: what's your plan? How are you going to develop a healthy pipeline that will generate the revenue you need? Here are 5 pillars for your professional services marketing strategy.