If you've ever thought your marketing and sales processes weren't working well together, you're not alone. According to a survey by The Bloom Group, professional services firms' sales and marketing efforts are often out of synch.
Bloom surveyed marketing and sales executives from 224 professional services firms in North America and Europe. The survey found that few firms effectively coordinate marketing campaigns, measure results of those campaigns, or even work from a common client data base.
It's no wonder that only 29 percent of firms are highly successful in creating awareness of their expertise and services with target buyers.
Of course, it's no secret that many firms throw good money after bad in the hopes of making a market impression. But it's equally true that by landing a few engagements, most firms can cover years of marketing costs. And, unfortunately, that seems to be okay with some firm executives.
Have a look at the survey results by visiting The Bloom Group.
Mike,
I agree with your observations and would also add that a mistake many firms make is to conduct marketing campaigns strictly for branding or top-of-mind awareness purposes. They miss the boat by not implementing true "direct response" campaigns in addition.
Posted by: Michael Beck | April 22, 2008 at 09:44 AM