Research Studies

Professional Services: How Buyers Buy

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Professional Services: How Buyers Buy

Summary of research conducted by Hinge
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Get inside the mind of today’s cautious professional services buyer and find out how to turn them into long term loyal clients. Learn how they select new firms and how to grow the relationship and garner referrals. You’ll be surprised at what you learn.

Did you know?

  • Two-thirds of your clients don't know what you do. In fact, 85% of the new services your clients want are things you already offer — but your clients don't know it (and are likely to go elsewhere)!
  • If you were to list your competitors, then asked your clients to list your competitors, fewer than 1 in 5 companies would appear on both lists.
  • Only 8.4% of professional services firms market themselves the way their clients wish. We'll tell you what they say they want.

Who Will Benefit?

CEOs, executives and marketing directors at professional services firms

Who We Studied

We conducted in depth interviews with 137 buyers of professional services from the following industries:

  • Technology
  • Accounting & Financial Services
  • Architecture, Engineering & Construction
  • Management Consulting
  • Government Contracting

Topics Covered

  • Selecting a firm
  • Expanding the relationship
  • Willingness to refer
  • Reasons clients leave


The report includes a Special Section on Rethinking Client Segmentation.
 

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  • 22 pages
  • 18 tables and charts


Cost: FREE
No registration required.

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    "The prospect of selling the intangible is truly challenging. In their new survey on buying habits, Hinge has uncovered some new information that will add clarity to the process. Hinge is demonstrating their leadership in brand strategy and messaging, and professional services providers will find the insights accumulated from their series of market studies invaluable."

    – Greg Boucher, CBI, CMEA, CBC
    Managing Director
    The McLean Group, LLC

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    "The survey provided us with an invaluable window into the decision making process. The information was immediately applicable to many elements of ROI's sales, marketing and business development activities."

    – Kim Weir
    VP, Marketing & Business Development
    ROI

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    "I was so impressed with the results of the study that I asked Dr. Frederiksen to present a synopsis at our Annual Unanet Customer Meeting, comprised mainly of professional services people."

    – Fran Craig
    Founder, President and CEO
    Unanet