Professional Firms

In today’s highly competitive environment for professional services, successful firms have recognized that the results from taking a more dynamic and disciplined approach to their marketing functions are proven to justify the corresponding investment in time and resources.

The smart professional firm moves forward by understanding the needs and strategies of its clients, taking a balanced, knowledge-based approach to planning, and integrating traditional accounting business-development techniques with an appropriately conceived marketing program.

But to attorneys, accountants and other professionals, the idea of “marketing” historically has been and still is an anathema, a pursuit best left to “ambulance chasers.”

In today’s competitive environment, however, a professional firm’s business development program cannot just consist of word-of-mouth referrals, the giving the odd seminar and reacting to incoming RFPs.

Professional firms are now finding that to successfully compete in the current marketplace they must integrate traditional business development techniques with a set of marketing systems that include strategies for brand/image development, niche segmentation, pro-active client relationship management, PR, advertising and a strong on-line presence.

Wilhite-Richey can help your firm through a range of services that include:

  • Identification of opportunities to grow current core and specialty businesses, and identification of new potential specialty or “niche” businesses
  • Development of brand identity and positioning for a firm or practice group within a firm
  • Establishment of business-growth goals consulting and corporate “visioning”
  • Development of market-driven, flexible and integrated company-wide Strategic Marketing Plans
  • Personal Marketing Plan development for firm partners, associates and identified staff
  • Help with internalizing a marketing-driven and relationship-driven “mindset” within a firm’s corporate culture (i.e., buy-in at all levels)
  • Evaluation of a firm’s business situation using SWOT analysis (Strengths, Weaknesses, Opportunities, Threats)
  • Business communications (interactive, print campaigns, proposal development, PR)
  • Client satisfaction and needs assessment survey research
  • Creation of effective client, prospect and market “feedback loops” using research methods and knowledge-management techniques
  • Development of advertising, marketing and business communications
  • Determination of optimal size and allocation of annual marketing budget
  • Integration of marketing vehicles (Internet/website, direct mail, print, etc.)



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