Partnership dynamics, billable hour economics, and professional skepticism define this market.
Why consultants buy differently than anyone else.
How partnership structure affects purchasing decisions.
Understanding the utilization metrics that drive decisions.
Why knowledge tools have high potential but difficult adoption.
The non-negotiable security and privacy requirements.
Why different practice groups have different needs.
How people concerns drive technology decisions.
Professional licensing requirements that affect technology.
Selling to firms with distributed decision-making.
Connecting your solution to client acquisition goals.
Why professionals resist change more than most buyers.
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