Top Challenges of B2B Firms and How to Address Them—An Interview with Lisa Nirell

RainToday.com's Podcast: Marketing & Selling Professional Services

Professional services firms face plenty of challenges these days. Unfortunately, however, many are too busy working in their business to work on their business, according to a new survey conducted by Lisa Nirell at EnergizeGrowth LLC. Not only that, but 66% of the people who say that also say they're unwilling to invest in or don't know where to invest to resolve the problem.

"We had almost 41% who felt unfocused, too busy to work on the business versus in the business, and yet when we asked the what would you be willing to invest to address these issues, over 60% are either unwilling or unsure about how much they're willing to invest to resolve these pretty big issues," says Nirell. "In other words, we have an unusually high number—almost two-thirds of the respondents—who are choosing status quo as their solution of choice."

Nirell says that finding surprised her considering the amount of information these firms seek and consume to try and address their challenges and grow their business.

"If they do believe in learning and they do want to grow, why is such a large percentage of them unwilling to do anything to take action to move their business forward," she asks.

If this research resonates with a firm, they "really have to look deep inside and say, 'What can I do to make sure I'm not part of that 66%?'"

Listen as Nirell discusses the top three challenges facing B2B companies and what they should do to address them and position themselves for growth in 2012.