By Mary Flaherty, Manager, Research and Content Development
Case Study Series: What's Working in Marketing & Selling Professional Services 
RainToday.com Members: Access our exclusive case studies which feature real-world insights into the marketing and selling challenges facing professional services businesses today.
In May 2002, Ed Scanlan started a small, interactive marketing agency based out of his apartment above an Italian ice stand in Chicago’s Bucktown neighborhood. He started out developing affordable websites and online marketing campaigns for small businesses in a variety of industries. Quickly, he began to add staff. By 2005, attorneys in small law firms and solo practices were a growing segment of the business.
That's when Scanlan recognized the opportunity to build a scalable business: creating a common set of tools on a technology-enabled platform—instead of completely custom solutions—that would deliver affordable business services to a narrowly-defined market. But, figuring out how best to grow
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