List of Charts and Tables in How Clients Buy

Get your copy of How Clients Buy: The Benchmark Report on Professional Services Marketing and Selling from the Client Perspective.

Professional Services Engaged By Survey Respondents
The Percentage of Buyers Responsible for Multiple Service-Purchasing Areas
Length of Time Firms Have Been In Operation
Number of Employees in Firms
Respondent Firms' Types of Business
Respondent Firms' Form of Ownership
Gross Annual Sales for Calendar Year 2004
Expectations for 2005-2006 Third-Party Services Purchasing Levels (Given Current Spending Per Area)
Participants' Likelihood to Work with Provider Firms Employing Specific Numbers of Professionals
Satisfaction with Current Service Providers, Percent "Very" or "Somewhat Satisfied" (5 or 4)
Satisfaction with Current Service Providers Change If Viewing Only "Very Satisfied"
Likelihood of Buyers to Switch Providers in 2005-2006
Comparing General Satisfaction to Switching Likelihood
Difference in Loyalty Between Satisfaction Levels "4" and "5"
Satisfaction with Current Service Providers, Comparing "5" and "4" Scores Between Switchers and Loyals
Methods buyers are Likely to Use to Initially Identify and Learn More About Potential Service Providers
Percentage of Participants Who Are At Least "Somewhat Satisfied," By Their Likelihood to Use Referrals As Initial Identification Method
How Service Buyers Hear About In-Person Seminars, In-Person Presentations, and Webinars
Website Influence Over Initial Discussions and Ultimate Decision to Hire a Service Provider
Influence of Provider's Website in Ultimate Decision to Buy, By Satisfaction Levels
How Service Providers Can Improve Their First Approach
Importance of Factors in Decision to Choose a Third-Party Services Firm
Very Satisfied Participants and Differences In Importance of Hiring Factors
Important Factors in Decision to Hire a Professional Services Provider, Regarding Sales Approach and Abilities
Very Satisfied Participants and Emphasis on Sales Approach and Abilities
Most Compelling Ways to Develop Trust with a New Client
Problems Encountered During Process of Hiring Consulting and Professional Service Providers
Very Satisfied Participants and Problems Recently Encountered
Likelihood of Buyer to Consider Purchasing Services, if Providers Improve in Specific Problem Areas During the Hiring Process
Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Most Important Things Service Providers Can Do During the Purchasing Process to Influence the Hiring Decision
Switchers Vs. Loyals: Size of the Participant Firms' Employee Bases, Significant Differences
Switchers Vs. Loyals: 2004 Firm Revenue, Among IT Consulting & Services Purchasers
Switchers Vs. Loyals: Expected Change in Purchasing Levels of Professional Services in the Next Two Years, Given Current Spending, Significant Differences
General Satisfaction Levels Closely Matching Switching Levels
Satisfaction with Current Service Providers, Comparing "5" and "4" Scores Between Switchers and Loyals
Switchers Vs. Loyals: Likelihood to Use Initial Methods of Identifying and Learning About Potential Service Providers
Table of Mean Likelihood to Use Methods To Initially Identify and Learn More About Service Providers, By Service Area Used, Showing Results of "Switchers"
Switchers Vs. Loyals: Website Influence Over Decision to Initiate Discussions with Service Provider, Significant Differences
Switchers Vs. Loyals: Mean Importance of Factors in the Decision to Choose a Third-Party Professional Services Firm/Consultant, Range of Mean Values Across All Service Areas and Methods
Table of Mean Importance of Factors in the Decision to Choose a Third-Party Professional Services Firm/Consultant, By Service Area Used, Showing Results of "Switchers"
Switchers Vs. Loyals: Importance of Factors in the Decision to Choose a Third-Party Professional Services Firm / Consultant, Significant Differences
Switchers Vs. Loyals: "Service Provider Did Not Listen to Me"
Professional Services Engaged by Survey Respondents
The Percentage of Buyers Responsible for Multiple Service-Purchasing Areas
Number of Employees in Participant Firms Represented, By Service Purchasing Area
Industry of Participants' Firms, By Service Purchasing Area
Gross Annual Sales for Calendar Year 2004, By Service Purchasing Area
Expectations That Firm Profits Will Increase in 2005, By Service Purchasing Area
Service Purchasing Areas: Methods Used to Initially Identify and Learn More About Service Providers, Sorted by Mean Likelihood of Total Participants to Use
Service Purchasing Areas: Discovering Seminars, Presentations, and Webinars, Significant Differences
Service Purchasing Areas: Decision Factors
Percentage Rating Approaches and Abilities "Extremely Important," By Service Purchasing Area
Incidence of Problems During Business Development Process: Significant Differences Between Service Areas
Accounting and Financial Consulting: Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Legal Services: Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Management Consulting: Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Information Technology Consulting and Services: Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Human Resources Consulting: Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Architecture, Engineering, and Construction: Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Training: Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Marketing, Advertising, and Public Relations: Problems Experienced in Hiring Process Vs. Impact on Purchase Likelihood if Improved
Professional Services Currently Engaged, By Respondent Company Revenue in 2004
Length of Time Respondent Businesses Have Been in Operation, By Revenue in 2004
Significant Differences in Expectations for 2005 Profits, By Firm Size
Likelihood to Work with Service Providers of Different Sizes, Percent "Very" or "Somewhat Likely," By 2004 Revenue of Purchasing Firms
Website Visitation Before Purchasing Services, By Firm Revenue
Website Influence Over Initial Discovery and Ultimate Purchasing Decision, By Firm Revenue
Significant Differences and Trends in Importance of Decision Making Factors, By Firm Size
Service-Purchasing Responsibility Areas, By Purchasing Firm Industry