Professional services firms reach a maturity and competitive field that requires a more sophisticated sales and marketing approach to sustain competitive performance and growth.
We help firms get to their next level of performance.
There are two Marketing Schools of Thought in Professional Services
The one your firm has chosen is delivering your current results. Did you choose the right school?
The Challenge
Leaders want their firms to:
- Move upstream to larger clients and engagements
- Leverage strong brand preference among existing clients to cross-sell services
- Be more strategic in identifying high potential markets and ideal buyers
- Allocate marketing investments for the highest ROI
- Increase selling effectiveness and productivity
- Develop stronger lead generation capability
- Tell the firm’s “story,” in all its growing complexity, more simply and consistently
Most firms don’t make the leap.
The Solution
Engineer out the BS of PS
All professional services firms share innate growth hurdles borne of matrix structures, incentives, fungible offerings, competitive markets, and unique cultures—the BS of PS.
Top firms think about these “barriers” in a new way and turn them into opportunities through smart strategic choices and action-oriented sales and marketing structures that play to THEIR strengths, strategic objectives, and cultures. They don’t build copycat, cookie-cutter Sales and Marketing functions.
Failing to address the BS of PS wastes your marketing investment and creates systemic risks to the business–wasted billable time, suboptimal sales opportunities, longer sales cycles, weaker brands, slower growth, and allowing competitors to define you to their advantage.
Ultimately, firms who refuse to address it get left behind.
After 20 years in the marketing hot seat helping top global consulting firms grow,
I created Prudent Pedal to help professional services firms realize their full potential.
Who We Help
We serve business leaders in insight-driven B2B firms.
Traditionally these firms have been “professional services firms” offering pure strategy, IT, financial, or human capital consulting solutions. Today, these firms are complex hybrids, like SaaS companies, that provide a dynamic combination of professional services, software, and data.
Our clients sell sophisticated solutions to sophisticated buyers through complex buying cycles. Their markets are competitive, demanding, and dynamic. Their employees are intelligent, driven, and client-centric. Their organizational structures are matrixed and geographically dispersed.
These leaders want guidance and demand prudent, proven solutions that accelerate growth and build strong brands.
How We Do It
We help business leaders accelerate growth by laying the proper growth-building blocks, augmenting Marketing’s strategic capability, and increasing sales performance.
We develop smart growth strategies and build the sales and marketing organizations to deliver them—no matter your industry, size, geography, or culture. We start by translating firm growth intent into action-oriented sales and marketing strategies, then we build the operations and enablement processes that align Sales and Marketing to drive growth.
How we DON’T do it.
We don’t develop over-baked strategies that ignore external and internal realities, offer generic assessments, avoid hard choices, and sit on a shelf. We don’t create pretty logos, write taglines, or choose Pantone colors for your brand identity. We leave that work to the overpriced strategy firms and “creative” agencies of the world.
We identify what’s holding your firm’s growth back and help you overcome it.
Our Thinking
Marketing Guidelines for Professional Services Firms During the Covid-19 Pandemic
Here are 6 immutable marketing guidelines for professional services firms during the COVID-19 pandemic that will build your reputation—or at least protect it until it’s over.
Getting Buyer’s Journey Mapping Back On Track
Well, we’ve reached the point where Marketing has ruined a good thing once again. We did it to social media, buyer personas, podcasting, marketing automation, Christmas, Easter, and Memorial Day. What have we ruined this time? We’ve managed to ruin the critical,...
A Professional Services Marketing Self-Assessment
This professional services growth and marketing assessment allows you to self-score 11 critical growth-enabling areas, then, weights and prioritizes each area for attention.
Why You Need a Selling Philosophy
A firm's reputation begins taking form the moment one of its employees begins interacting with a prospect. A sales meeting is one of the first and most important interactions because prospects understand that "how a firm sell me is how they will serve me." When...
How to Present to Executives
Over my career, I have received, given or simply observed thousands of briefings, pitches, and proposals. There is a clear delineation between effective and ineffective presenters and business-development winners and losers. If you want to be an exceptional marketer...
How to Get Strategic Marketing Done in a Professional Services Firm
I received an email from a talented, self-described Young Turk marketer named Cannon. He was frustrated, exhausted, and struggling to overcome several onerous Sales and Marketing impediments at his firm. He wanted to know how to get strategic Marketing done in a...
Sure, you want to grow,
but is your firm ready?
Most firms think a “marketing” or “brand” problem is slowing their growth. Don’t be so sure.
Self-score your firm’s effectiveness in 11 critical growth areas.
…few people know how to actively listen, ask provocative questions and penetrate to the heart of a matter…Perhaps, that is why most marketing strategists seem stuck; they can’t explore, search and understand businesses the way Jeff McKay does.
Jeff contributed far more to the organization than we could have dared to ask: he stepped in and led the marketing team as if he had been there for years, serving as mentor to support their professional development; he successfully ran and improved the marketing processes during a series of high pressure and time-sensitive work supporting several large software releases; and he provided strategic consultative guidance to the management team…
Prudence is right reason in action.
Why “Pedal”?
We use the bicycle pedal stroke as a metaphor for producing maximum power with maximum efficiency.
Cyclists need pedaling to be both effective and efficient to produce large amounts of power that can be sustained over time.
The pedal motion is made up of two semicircles: the first pushing down and the second pulling back. The left semi-circle followed by the right semicircle creates a seamless transition from the left pull back to the right push down. Getting it right means more total power from each revolution for equal or less energy input.
At Prudent Pedal, we see Marketing as one leg of an efficient machine and Sales as the other. The goal is create equal strength and power distribution that produces maximum strategic impact for the firm.
Capabilities
Strategy
We translate your growth intent into strategic actions.
- Position & build brand strength
- Identify high potential markets and ideal buyers
- Move upstream to larger clients and engagements
- Leverage strong brand preference among existing clients to cross-sell
- Establish a more strategic Sales & Marketing approach to growth
Marketing Performance
We build marketing capability that delivers strategic impact—no matter your investment level, firm structure, or culture.
- Build a high-performance Marketing organization
- Allocate marketing investments for the highest ROI
- Deliver strategic impact across the firm
Align Marketing with Sales
We develop the playbook that unleashes your teams’ combined strengths.
- Increase Sales productivity & effectiveness
- Produce higher quality leads
- Improve key account performance
- Deliver better sales intelligence and messaging
Firms That Have Moved to the Next Level
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