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Case Studies in Becoming More Market Driven

January 2001

Summary: Each year, Expertise Marketing conducts a research study on a single marketing challenge faced by professional service firms. The study is conducted using a written questionnaire and is concluded with a report of the findings containing insightful analysis and numerous charts and graphs.

This year, the topic of our study is “Becoming More Market Driven: How are Professional Service Firms Getting Closer to their Clients?”

In addition, and in response to past participants who have asked to see more, we expanded our research efforts to include findings from a number of interviews. We conducted telephone and in-person interviews with professional service firm leaders across the U.S. and Canada, to learn about the actual steps their firms took to get closer to their clients. We asked about their implementation of tactics to accomplish competitively advantageous goals, what steps they took, what pitfalls they overcame, who was responsible and what their results were. We then selected fifteen of the interviews to include in this report, Case Studies in Becoming More Market Driven – Professional Service Firms, which serves as a companion to our 2001 Annual Research Report.

Thirty-eight page report presented as a PDF file.