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New Release
National Market Research Study
Consulting & Professional Services Firm Hiring by U.S. Middle-Market Companies - 2009-2010
Purchasing Trends ● Decision-Making Criteria ● Strategic Outlook
Abstract
New in-depth market research study analyzes hiring decision-making, selection criteria, and use of consulting and professional services firms by middle-market companies in the current market environment.
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.
Scope of Study
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 …
Methodology & Data Sources
Input was collected from nearly 250 companies, with findings and analyses based on information from three sources: quantitative data from middle-market companies with annual revenues of up to $50 million; interviews with C-level and director-level executives involved in retaining professional services firms; and a web content analysis of more than 100 sites and online information sources, focused on best-practices guidance available to purchasers on hiring and managing external services firms.
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.
Printed page length: 80 pages
Number of figures and tables: 25
Price: $495.00 **
** Multi-user licenses of Clemente Communications Group research reports are available. Contact us for pricing information.
** Printed copies of the study are available. Please contact us for pricing and shipping information.
** Discount available for new professional services firm start-ups. Contact us for pricing information.
