When it comes to growing organically in professional services, there are five key strategies that are the most impactful. Take a look at this new video blog from Liz Harr.
When it comes to growing organically in professional services, there are five key strategies that are the most impactful. First and foremost is to research your target clients. These are the folks who matter most, after all, to your growth. They’re going to bring in business. Studying how they behave, how they make the buy decision, how they learn, what keeps them up at night. This helps you align your growth strategy to what will resonate with them. The second step is to identify your differentiators. Once you understand what will resonate in the marketplace and who you’re competing with, its time to figure out how you can truly stand out, and this is your set of differentiators.
Step three is to extend those differentiators into a set of issues around which you will build your brand. These are typically expertise or domain areas of expertise that you have as a firm and will help you stand out from the competition. Now you’re ready to take step four which is to build your marketing and BD system in a way that helps you demonstrate that expertise that you’ve just identified. This will be a blend of both traditional and digital techniques.
Finally you’re ready to make this all visible. This is the last step in the process of growing organically. And building visibility around that expertise is what we have found to track firms the fastest to growth.
If you’d like to learn more about charting your path to organic growth, I encourage you to check out our course at hingeuniversity.com/visiblefirm. We’d love to see you there!