Case Study Series: What's Working in Marketing & Selling Professional Services

How an IT Services Company Automated Its Marketing and Grew 20% Per Year Without Adding Staff - by Casey Hibbard

First Direct had more than 2,000 customers around the country, ranging from major corporations to small home offices. Yet throughout its growth - at least 20% each of the past two years - the company had not added staff.

Bob Ritter, president, attributed their success to their automated direct marketing process or "marketing machine." Keeping relevant messages flowing with a small staff and limited budget was the nut Ritter had to crack. Read this case study to learn how a small team used marketing automation to minimize its lead "leakage," follow up on 100% of qualified leads, and boost conversions. Click here to continue.

How a Management Consulting Firm Grew to a Multi-Million Dollar Business Thanks to Client Relationship Management - by Mary Flaherty, Manager, Research and Content Development 

In 2004, the Brookeside Group Inc. was a five-person, $800,000 management consulting firm with a solid book of business, satisfied clients, and happy employees. But CEO Tom Cates was faced with a challenge common in small consultancies - how to grow the firm.

Read the complete case study to learn how Brookeside grew its revenue from its best client 20-fold, as well as created a new revenue stream that helped grow the firm to 17 full-time employees and annual revenue approaching $5 million. Click here to continue.

How to Create and Execute an Email Campaign that Generates High Prospect Interest: Lessons from the RecruiterIQ Online Test - by Mary Flaherty, Manager, Research and Content Development 

Bullhorn, a staffing industry software as a service provider, enjoys high brand recognition and satisfied customers who often say they "live in Bullhorn." The company relies heavily on permission-based email marketing to supply leads for their sales effort and product trials. The marketing department's challenge: How to continue generating leads and engaging in conversations with prospects?

Read this case study to learn how Bullhorn developed their RecruiterIQ test and rolled it out in an email campaign with impressive results. Click here to continue.

How One Accounting Firm Boosted Seminar Attendance by 250% and Secured a Client Worth Tens of Thousands of Dollars - by Mary Flaherty, Manager, Research and Content Development

Northern New England's largest accounting firm, Berry, Dunn, McNeil & Parker, was working to build recognition for their construction, architecture, and engineering practice. Past seminars they had run did a good job showcasing the firm's expertise and leadership and, for its spring 2007 session, marketing director Cheryl Bascomb wanted to focus on boosting attendance at these educational events.

Read this case study to see how Berry, Dunn, McNeil & Parker increased its overall attendance numbers, drew more architects and engineers to a session, and landed a high-value client. Click here to continue.

How a Successful Marketer Generated 4,000 Leads and Six-Figure Income with a Free Ebook - by Mary Flaherty, Manager, Research and Content Development

Fifteen years ago direct mail was the key to generating seminar attendance, but direct mail response for seminars has been dropping steadily. The Wellesley Hills Group, a consulting firm, knew this and needed a way to fill their seminar's seats after halting their mailing campaign. And they found a way to do it without a budget.

Read this case study to learn how the Wellesley Hills Group created an ebook that boosted their seminar's attendance by 145%. Click here to continue.

Buy Results, Not Hours: How One Law Firm Succeeds with Value-Based Pricing - by Mary Flaherty, Manager, Research and Content Development

The billable hour is standard procedure at most law firms. With partners receiving substantial financial rewards, many possess an if-it's-not-broken-don't-fix-it attitude. But, as Chicago lawyer Patrick Lamb, founder of Valorem Law Group, notes, that attitude is reminiscent "of the most successful buggy whip makers around 1920. They're doing great. Business is wonderful, but the clients are insisting on changing."

Read this case study to learn how one group of attorneys successfully launched a business litigation law firm by taking a value-based approach to pricing. Click here to continue.

Call for Case Studies:

Has your company - or a client firm - recently tackled a sticky marketing problem? Share your experience in a RainToday.com case study, where we present the latest in what's working in marketing and selling professional services. Submit your case study idea here.