This publication provides vital strategic research for starting a consulting or professional services firm. In-depth market study analyzes hiring decision-making, selection criteria, and use of consulting and professional services firms by middle-market companies. Input based on data from corporate procurement executives and C-level officers. Comprehensive 80-page report identifies companies’ specific “pain points” and the strategic issues driving their retention of management consulting, accounting, law, IT, marketing and communication, and other specialized advisory firms. Statistics detail key purchasing trends and buyers’ decision-making criteria. Key areas of analysis include: • Why professional services buyers are buying … detailed information on the strategic challenges and market forces driving companies’ need to hire consultants and other professional service providers. • In what areas buyers are earmarking funds for advisory services support … now and in the near-term. • The service capabilities and technical skills companies are seeking today … in comparison to past requirements. • Why corporate purchasers are firing – or redeploying – their existing service providers. • The skills and traits of professional service sellers that buyers deem important. • The sales-related information buyers want to see – in written proposals and in-person sales presentations – to make their hiring decisions. • More than 25 in-depth areas of investigation Analyst & Author Mark N. Clemente is a noted consultant and expert in professional services marketing. He is the author of five books and dozens of journal articles and research studies on marketing, business communication, and corporate development. His professional services industry clients have included Deloitte, CSC, Boston Consulting Group, Aon, Coopers & Lybrand, and IBM. A founding member of the American Marketing Association’s past Professional Services Marketing Leadership Council, Clemente holds a master's degree in strategic communication.
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