By RainToday Research
I've spoken with a particular partner of a successful professional services firm at least once in each of the last three years about her frustrations with her partners: they won't get serious about marketing. The problem is, like many other firms, they do good work but the phone isn't ringing like it used to.
Each year she tries to kick off some kind of marketing and lead generation initiative so her firm can stay competitive with the other firms that seem so much more aggressive. Last year she couldn't even get her partners to agree they should "send a letter out" to introduce the firm to business in their area. All her partners seem to talk a good game of wanting to get the letter done. Then the letter dies a pocket-veto-like passive aggressive death as the partners never come back with a, "Yes...go ahead and get it done."
And so it goes. One year turns into the next, Sisyphus keeps pushing that rock up the hill, and the phone rings less and less.
Message to this partner, her partners, and the rest of the professional services world with their heads still in the sand: it's going to get worse.
In new RainToday benchmark research, What's Working In Lead Generation: How To Spend Your Time, Energy & Money For The Best Marketing ROI In B2B Professional Services, we asked 726 leaders in professional service businesses a number of questions about their lead generation practices.
One question we asked was, "In the next two years, how do you expect your lead generation efforts to change?" We gave them 5 choices of answers. Here's what they said.
Members-Only Premium Content 
Want to read more? Try our Risk-Free 7 Day RainToday Membership Trial with access to:
- Free Webinars: Access all recorded webinars (full members attend all live webinars free).
- Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
- Research and Reports: Receive 20% off all research and benchmark reports.
- 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
- Exclusive Premium Content: Access members-only interviews, templates, and case studies.