--- title: How to Grow Your Client Base:For Professional Services Firms description: Discover how professional services firms can grow their client base by finding their niche & using new content strategies to attract and win more clients image: https://bigbusinessagency.com/hubfs/Pro%20Service%20Blog%20image%20Lead%20Gen.webp --- [Skip to the main content](https://bigbusinessagency.com/insights/growing-your-client-base-tips-for-professional-services-companies#main-content) [![BBA logo](https://bigbusinessagency.com/hubfs/BBA%20logo%20-1.svg "BBA logo")](https://bigbusinessagency.com) [![BBA-logo-dark-orange-white](https://bigbusinessagency.com/hs-fs/hubfs/BBA-logo-dark-orange-white.webp?width=175&height=134&name=BBA-logo-dark-orange-white.webp "BBA-logo-dark-orange-white")](https://bigbusinessagency.com) - [Home](https://bigbusinessagency.com) - Get more leads - [Google Ads & Pay Per Click](https://bigbusinessagency.com/services/google-ads) - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [Managed Growth Plans](https://bigbusinessagency.com/services/b2b-lead-generation) - [Contact us](https://bigbusinessagency.com/contact-us) Search [Get In Touch](https://bigbusinessagency.com/contact-us) Toggle Menu Search Toggle Menu [Get In Touch](https://bigbusinessagency.com/contact-us) - [Home](https://bigbusinessagency.com) - Get more leads - [Google Ads & Pay Per Click](https://bigbusinessagency.com/services/google-ads) - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [Managed Growth Plans](https://bigbusinessagency.com/services/b2b-lead-generation) - [Contact us](https://bigbusinessagency.com/contact-us) [Instagram](https://www.instagram.com/thebigbusinessagency/) [Linkedin](https://uk.linkedin.com/company/big-business-agency) - CPQ - B2B eCommerce - Customer Portal - Quote to Cash - Field Service Management **B2B Sales Consulting** - Big Deal Pursuits, Execution and Performance - Sales Strategy Consulting - Sales Process Consulting **Technology Implementation** - CPQ Implementation - Quote to Cash Implementation - HubSpot Integration - Proof Of Value - HubSpot Onboarding - HubSpot Implementation - Service Hub Implementation **Advertising Services** - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [LinkedIn Ads](https://bigbusinessagency.com/services/linkedin-ads) - [Google Ads](https://bigbusinessagency.com/services/google-ads) - [B2B Multi Channel Campaigns](https://bigbusinessagency.com/services/b2b-lead-generation) - LinkedIn Automation for Social Selling Campaigns (ads optional) **HubSpot Software** - Service Hub for Help Desk - Content Hub for Marketers - Sales Hub for Sales Teams - [Case Studies](https://bigbusinessagency.com/case-studies/customer-service-workflows-and-automation) **More Amazing Software** - Mobileforce CPQ - CommercePro - Commercient - Expandi 10 min read # How to Grow Your Client Base - For Professional Services Firms [![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Jun 25, 2024 2:42:58 PM [Professional Services](https://bigbusinessagency.com/insights/tag/professional-services) [Lead Generation](https://bigbusinessagency.com/insights/tag/lead-generation) ![How to Grow Your Client Base - For Professional Services Firms](https://bigbusinessagency.com/hubfs/Pro%20Service%20Blog%20image%20Lead%20Gen.webp) ## How do Professional Services firms expand their client base and attract new clients? And how do they find the [10%](https://bigbusinessagency.com/big-business-agency-blog/what-is-the-buyers-pyramid)of companies that are ready to buy? [Buyers Pyramid](https://bigbusinessagency.com/big-business-agency-blog/what-is-the-buyers-pyramid) [![buyers pyramid](https://bigbusinessagency.com/hs-fs/hubfs/buyers%20pyramid%20JRS.jpg?width=380&height=380&name=buyers%20pyramid%20JRS.jpg)](https://bigbusinessagency.com/big-business-agency-blog/what-is-the-buyers-pyramid) The [buyers pyramid](https://bigbusinessagency.com/big-business-agency-blog/what-is-the-buyers-pyramid) shows us that only a mere 10% of potential customers are ready to buy at any one point in time. With such a small percentage of the total addressable market open to purchase at any given point, it's really important to maximise opportunities to grow your professional services firm by reaching those prospects that are ready to make a buying decision.    Answer: By honing in on their expertise and remaining within their chosen speciality. [Find your niche](https://www.forbes.com/sites/johnrampton/2017/11/07/a-5-step-formula-to-find-your-niche/) and reap the rewards!       ## Why is finding your niche essential for Professional Services firms? Businesses specialising in niche markets have the opportunity to leverage the following benefits: ### Reduced Client Acquisition Costs (80/20 rule) When aiming to reach a broad market, unaffordable budgets are required for success. However, focusing on a niche segment allows you to allocate resources to potential customers with a higher likelihood of conversion.  80% of new clients can come from spending 20% in a niche sector. This principle holds true regardless of the methods employed, whether it involves creating targeted segments through paid advertising campaigns or implementing SEO campaigns centred around specific keywords. ### Lower Competition Niche markets are frequently less competitive, making it easier for new businesses to penetrate the market and potentially become market leaders faster.   ## How to consistently grow your Professional Services business   Simplified 3 Step Process:   ## 1. Select a niche and keep it simple Don't try to solve every problem. Select just one business issue you solve (such as Legislation Compliance) and one reason you’re differentiated against your competition (such as experience, credentials, accuracy, geography, speed, rates).   ## How to Decide Which Niche Market to Target Identifying niche markets is the first step. However, not all niches you find will be worth pursuing as a target market. Here’s how to choose which niche market is right for your business: **1.1 Analyse the market ** Consider the size of the total addressable market (TAM) and market consolidation: the division of market share among market players, including yourself. Most Professional Services firms hold less than 3% market share, which means that even in your core market, there is still plenty of room for expansion.   1.2 Identify the problems and needs of your clients Client needs are the challenges or pain points they seek to address. These can stem from frustrations or changing market conditions, prompting them to seek out products or services that provide solutions. Clients' requirements can be classified into one of three categories: - **Functional needs:** Clients seek solutions that help them accomplish specific tasks or functions effectively. - **Social needs:** are desires that focus on how a product or service is perceived. Although these desires may not be clients' top priorities, they can still influence their ultimate decisions. - **Emotional needs:** These needs focus on the emotions evoked when using a product or service. 1.3 Research the competition Compiling a list of competitors likely to be your main rivals in the niche market is a good starting point. It's helpful to look at the four P's of marketing for each competitor. - **Product**: How their product meets clients’ needs - **Price**: How much their product or service costs - **Place**: How do their clients find their product - **Promotion**: How they advertise to their clients 1.4 Define your niche and validate your idea  During your market research, you should have an idea of the profitability of your niche as you gather information. Some niches tend to perform better than others because they are evergreen, which means that there is always demand in those markets (much favoured by Private Equity investment). You can conduct free market research using Google Trends to find trending topics and highly searched keywords. It is crucial to determine whether the niche you have chosen has a need and whether people are willing to pay for what you have to offer. One more thing you'll want to do before deciding on your niche is to validate your idea by running a test. Consider creating a pilot outreach using landing pages and starting to collect leads just to see how well the promotion goes and whether the niche that you choose has any demand. One quick way to do that is to run a few paid ads to direct users to your landing page and measure the performance of your ads.   --- --- ACTION REQUIRED: Select your niche Research your market, analyse your competition, determine profitability and select your niche. Laser focus on your [Ideal Client Profile](https://bigbusinessagency.com/big-business-agency-blog/ideal-customer-profile-icp-and-the-buyers-persona) (ICP) and understanding how your target clients research solutions (called the buyer's journey) and what problems they are struggling with.  Often the niche is simply growing your market share, although defining the potential size is helpful.   --- ---     ## 2. Create Helpful Content Once you have identified your niche and target market, it is crucial to communicate your differentiated offerings effectively to attract new clients. The messages conveying this differentiation are called content. By delivering a mix of informative and valuable content during the early research stages for solutions (called awareness and consideration), you can engage potential buyers ready to make a purchase decision. [![Lead Generation](https://bigbusinessagency.com/hs-fs/hubfs/Simple%20Buyers%20Journey2.webp?width=624&height=468&name=Simple%20Buyers%20Journey2.webp)](https://bigbusinessagency.com/big-business-agency-blog/align-your-sales-process-with-the-buyers-journey)   Leveraging digital strategies is essential for professional services companies to reach a wider audience and attract new clients. By utilising various online platforms and channels, such as social media, search engine optimisation (SEO), and content creation and distribution, companies can effectively promote their services and establish a robust online presence. This allows you to connect with potential clients who are actively searching for the services you offer. One effective strategy is to create compelling and informative content that showcases the company's expertise. This can be in the form of blog posts, articles, or whitepapers that provide valuable insights and solutions to common challenges clients face in your niche. By positioning yourself as a thought leader, your professional services company can build credibility and attract potential clients seeking expert advice. With your [Ideal Customer Profile](https://bigbusinessagency.com/big-business-agency-blog/ideal-customer-profile-icp-and-the-buyers-persona) and [Buyers Journey](https://bigbusinessagency.com/big-business-agency-blog/align-your-sales-process-with-the-buyers-journey)in mind, start with **three** stories or narratives that address solving the business issue while emphasising the importance of your differentiation. Transform these stories into bite-sized segments and share them concurrently across multiple channels (listed below).  ## [![Professional Services Lead Generation](https://bigbusinessagency.com/hs-fs/hubfs/Triangle%20Shape%20Content%20Strategy%20Instagram%20Post.webp?width=477&height=477&name=Triangle%20Shape%20Content%20Strategy%20Instagram%20Post.webp)](https://www.gartner.com/en/digital-markets/insights/segment-your-audience)   ## LinkedIn LinkedIn is a valuable platform for professional services firms to raise brand awareness and attract new clients. By optimising your company profile and regularly sharing valuable messages, you establish yourself as an industry expert and attract potential clients. [![LinkedIn blog](https://bigbusinessagency.com/hs-fs/hubfs/LinkedIn%20blog.webp?width=410&height=410&name=LinkedIn%20blog.webp)](https://bigbusinessagency.com/services/linkedin-automation)One effective strategy is to publish thought leadership content on LinkedIn Articles. This can include long-form articles, blog posts, or industry insights that provide valuable insights and showcase your company's expertise. By consistently publishing high-quality content, companies can build credibility and attract potential clients seeking expert advice. While publishing messages, actively engaging with the LinkedIn community with targeted automated campaigns can help professional services companies expand their reach and cover their addressable market. This can involve connection campaigns to 2nd and 3rd-degree connections, participating in relevant industry groups, sharing valuable insights and comments on other posts, and connecting with potential clients and industry influencers. LinkedIn also offers advertising options that allow companies to run targeted campaigns to reach their ideal clients. Using LinkedIn's advanced targeting options, companies can ensure that their ads are shown to the right audience, increasing the chances of attracting potential clients. Leveraging LinkedIn as a platform to raise brand awareness and [run sales campaigns](https://business.linkedin.com/sales-solutions/social-selling) is a valuable strategy for professional services companies to attract new clients. Not only can you use LinkedIn to increase awareness and raise your firm's visibility with your target clients, but you also have the option to send targeted messages to your LinkedIn connections at scale.  LinkedIn automation helps you build your first-level connections faster, and you can also use the messaging tool within LinkedIn to highlight your services to potential clients, all while staying within the limits and guidelines set by LinkedIn. [Expandi](https://bigbusinessagency.com/software/expandi-for-b2b-sales) is the perfect tool for professional services firms that want to grow their business using LinkedIn. Read more about using [LinkedIn and LinkedIn automation tools to grow your business](https://bigbusinessagency.com/services/linkedin-automation) here.   ## Google PPC Ads [![google-ads](https://bigbusinessagency.com/hs-fs/hubfs/google-ads-logo-png.png?width=290&height=290&name=google-ads-logo-png.png)](https://bigbusinessagency.com/big-business-agency-blog/comprehensive-guide-to-google-ads)Running high-performing Google PPC ads is an effective way for professional services companies to attract new clients. PPC ads allow companies to display their ads at the top of search engine results pages, ensuring visibility to potential clients who are actively searching for the services they offer. To create [successful PPC ads](https://bigbusinessagency.com/lead-generation-google-ads-pay-per-click), professional services companies should conduct thorough keyword research to identify relevant keywords that have high search volume and low competition. By targeting these keywords in their ad campaigns, companies can increase their chances of reaching the right audience. Creating compelling ad copy highlighting the company's differentiation is crucial for attracting potential clients. The ad copy should communicate the differentiation and benefits of the firm's services and encourage users to click on the ad for more information. In addition to ad copy, optimising [landing pages](https://blog.hubspot.com/blog/tabid/6307/bid/7177/what-is-a-landing-page-and-why-should-you-care.aspx) is essential for maximising conversions. Landing pages are web pages that can only be accessed from the ad. They should be relevant to the ad copy and provide a clear call to action that encourages users to take the desired action, such as filling out a contact form, registering for a webinar, or requesting a consultation. Regularly managing, monitoring, and optimising PPC ad campaigns is essential for maximising their effectiveness. By analysing key metrics such as click-through rates, conversion rates, and cost-per-click, companies can make data-driven decisions to improve their campaigns' performance. Google PPC ads are a powerful tool for professional services companies to attract new clients. By targeting relevant keywords and creating compelling ad copy and landing pages, companies can increase their visibility and convert clicks into actual clients.   ## Email Campaigns Email campaigns can be a powerful tool for professional services companies to attract new clients. By building an email list of potential clients and sending targeted and personalised emails, companies can effectively nurture leads and convert them into clients. When running email campaigns, it's important to create compelling and engaging content that resonates with the recipients. This can include informative newsletters, case studies, success stories, and exclusive offers or discounts/promotions. By providing value and addressing the recipients' needs, companies can increase the chances of converting them into clients. Segmenting the email list based on niche demographics, interests, or previous interactions can also improve the effectiveness of email campaigns. By sending relevant and personalised content to different segments, companies can deliver a tailored experience that resonates with the recipients. Additionally, tracking and analysing the performance of email campaigns can provide valuable insights for optimisation. By monitoring open rates, click-through rates, and conversions, companies can identify areas for improvement and refine their email marketing strategy.   ## Blog posts Maintaining an informative and engaging blog is an excellent way for professional services companies to attract new clients. By regularly publishing relevant and valuable content, companies can demonstrate their expertise and establish themselves as industry leaders. Blog posts can cover various topics, such as industry trends, case studies, best practices and practical tips that provide value to your target audience. When creating blog posts it's essential to consider the needs and interests of the target niche audience. By addressing common challenges and providing helpful solutions, companies can position themselves as trusted advisors and attract potential clients seeking expert guidance. Additionally, optimising blog posts for search engines can increase their visibility and reach. By conducting keyword research and incorporating relevant keywords into the content, you can improve your chances of ranking higher in search engine results. This can lead to increased organic traffic and exposure to potential clients. Overall, maintaining a high-quality blog that offers valuable insights and solutions is an effective way for professional services firms to attract new clients and establish credibility in the industry.   [![how to write perfect SEO blog post](https://bigbusinessagency.com/hs-fs/hubfs/how%20to%20write%20blog%20post.webp?width=780&height=439&name=how%20to%20write%20blog%20post.webp)](https://bigbusinessagency.com/big-business-agency-blog/top-strategies-to-improve-google-ranking-with-blog-content-in-2024)     --- ---   ACTION REQUIRED: Message Content Creation Armed with your ICP, Buyer Personas and a clear view of your Buyer's Journey, create a minimum of three stories/narratives that demonstrate how your services solve your client's pain points highlighting the significance of your unique service. Break down these stories into bite-sized segments and share them across various channels simultaneously.   --- ---   ## 3. Capture contact details and nurture leads By now, you will know that educating your audience is a definitive way to gain more leads and conversions. So, in addition to a content strategy, you need to have a lead nurturing strategy in place. Imagine a visitor comes across one of your firm's social posts. They explore your website, read some helpful blogs and land on a content-gated [landing page](https://blog.hubspot.com/blog/tabid/6307/bid/7177/what-is-a-landing-page-and-why-should-you-care.aspx). They even complete the form on the page and share their contact information with you.  However, it's disappointing when they go silent and don't convert into clients. But was all the effort put into turning them into a lead for nothing? Of course not. We know from the [Buyers Pyramid](https://bigbusinessagency.com/big-business-agency-blog/what-is-the-buyers-pyramid)that only a mere 10% of your total addressable market is ready to buy at any point in time, so nurturing your leads is vital to maximising the number of leads that convert to clients.   --- --- ACTION REQUIRED: Create Nurture Email Campaigns **Set Up a B2B Campaign Using Email Nurturing Workflows.** Ensure that your B2B nurturing email campaign effectively engages with your target audience at every stage of the buyer's journey and that your business development subject matter experts leverage workflows to automate the nurturing so as not to waste their billable capacity. Having the right processes and tools in place to enable this is important, and selecting what will work well for your business can be a time-consuming task. Check out this free HubSpot lesson: [building a lead nurture campaign with workflows](https://academy.hubspot.com/lessons/creating-a-lead-nurturing-workflow) --- ---   *And here's a little bonus tip, 'cos we're nice like that... *   ## Acquiring the right clients Assessing the type of clients you want to attract and win should also give you a clear view of those who are not a good fit for your firm.  Parting ways with those who are not a good fit can help optimise your team's capacity to expand your business and attract and secure more clients, ultimately maximising your growth potential. [The Harvard Business Review](https://hbr.org/2021/03/what-professional-service-firms-must-do-to-thrive) framework below helps gain insight into the dynamic relationship between your practice's supply side and demand side.   [![Professional Services lead generation](https://hbr.org/resources/images/article_assets/2021/01/R2102G_NANDA_CLIENTS.png)](https://hbr.org/2021/03/what-professional-service-firms-must-do-to-thrive)   On the supply side, you assess the practice's position on the spectrum and consider the implications for skill and capability development. On the demand side, you create a client portfolio profile to determine which accounts to focus on and how to tailor services to meet the needs of different clients. By utilising this framework, you can establish a distinct profile among clients and craft a cohesive business strategy. Establishing a growth strategy is a proven way of reducing the risk of your business growth slowing down.  Ultimately, an effective strategy involves understanding your core business and making informed decisions to support your growth and your operations. A growth strategy should be tailored to meet your specific business needs and aligned with clear financial objectives. Suppose you have previously experimented with various promotional or marketing tactics without well-defined strategic goals and the right team to implement them. In that case, the desired level of success may not have been achieved.   ### [![Download & Keep this Blog Article Grow your Client Base: Tips for Professional Services Firms  ](https://hubspot-no-cache-eu1-prod.s3.amazonaws.com/cta/default/139678118/interactive-107663218680.png)](https://bigbusinessagency.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIT2I1N6XgpReVloLZWZFAagHjGumyDmjUz70IECxficdoOs3nVJ%2F9chNEu5tFvI%2Ftc2VSVvY7laB1SUtQLsZJPDa7eKgKiLa8Lc%2B06OT5ht58Di%2F6iXlJp3%2B7%2FMZ9Sgr9qiEqt1bLPzwXzvmLKfFzkCNWpWaxOMD5b%2F135nfa1bHI%2Fxt9kI%2BJz2ulwUSd6fXOA%2BoYUa%2Bp%2Feyza56LXySenDZzE2%2BRdYF9O3gdagcVP7Jsztog49xdKGu0%3D&webInteractiveContentId=107663218680&portalId=139678118)   ### Summary [![Lead Generation for Professional Service PPC image](https://bigbusinessagency.com/hs-fs/hubfs/PPC.webp?width=286&height=286&name=PPC.webp)](https://bigbusinessagency.com/big-business-agency-blog/comprehensive-guide-to-google-ads) Finding ways to expand is essential for every professional services firm. Typically, firms start with a few established relationships and referral sources, which they eventually outgrow. However, without a structured growth plan, most firms experience sporadic growth, if any at all. Firms that strategically plan for growth understand where to find new opportunities. This is why a growth strategy with a clear plan for acquiring new clients is far more likely to be successful than the traditional ad-hoc approach of relying on networking and referrals. These simple tips utilise a powerful combination of LinkedIn, Google Ads, Email Campaigns, and blog SEO strategies (to improve your online visibility), along with Marketing Automation tools and of course, AI are the essential elements for growing your professional services firm. So, where should you begin and what should your primary focus areas be? Start by refining your niche, then jump into creating and sharing high-quality content. And be sure to establish a solid nurture program to keep potential clients engaged and intrigued by educational content and your wonderful success stories.   ### Get the experts in... If you need help setting up for success, [get in touch](https://bigbusinessagency.com/contact-us) we are happy to talk about anything and everything related to lead generation and client acquisition!  We offer Google Ads, LinkedIn and Email Campaigns as a "done for you" service. The combination of these three key lead-generation strategies gives you the best possible opportunities to grow your business consistently. *What are you waiting for? *     ### FAQs - #### Which new business channel works best? We count success as new billing from new clients rather than the number of likes and views.  Given that metric Google Ads works fastest, LinkedIn has a lasting effect and email is a powerful channel to push prospects along their journey.  The combination of these, coupled with compelling Blog content and increasing the ability to be found on Search results, works best. [Book a meeting](https://meetings-eu1.hubspot.com/peter-russell-smith)to discuss the best mix for your firm. - #### How do we balance billing and business development time? Our DONE FOR YOU managed lead generation services preserve precious billing time as business development time is focused only on ready-to-buy clients. We can create an affordable and effective lead-generation service tailored to your budget. [Book a meeting](https://meetings-eu1.hubspot.com/peter-russell-smith)to talk through the timings, costs and expected outcomes. - #### How do I measure ROI on acquiring new clients? Two key factors to consider: 1. The opportunity cost of not billing, and 2. How much new revenue would one new client bring in over the next four years? - #### How do I reduce the business development time of key billable resources? Key billable resources are not involved in the lead generation execution for our 'done for you' managed service. Their expertise is needed in the initial set-up phase and to win ready-to-buy clients as subject matter experts.  ###### Related [How to grow your professional service firm](https://www.forbes.com/sites/forbesagencycouncil/2017/10/19/how-to-grow-a-mid-size-professional-service-firm-today/) [PPC Agency for Professional Services firms](https://bigbusinessagency.com/big-business-agency-blog/ppc-agency-for-professional-services-firms) [Why your B2B firm needs a webshop](https://bigbusinessagency.com/insights/b2b-webshop) [LinkedIn Article: How to sell on LinkedIn](https://business.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/pdfs/tactical-plan-linkedin-selling.pdf) [What is a Go To Market Strategy?](https://bigbusinessagency.com/insights/what-is-a-go-to-market-strategy) [How to Use the Power of Personalisation in your Sales emails](https://bigbusinessagency.com/insights/the-power-of-personalised-email-content-in-your-sales-email-campaigns) [Sales Consultancy Services](https://bigbusinessagency.com/sales-consultancy-services) - [Tweet](https://twitter.com/share) [![Growth Strategies for Top IT Services companies](https://bigbusinessagency.com/hubfs/Grow%20your%20IT%20Services%20business.webp)](https://bigbusinessagency.com/insights/strategies-to-grow-your-it-services-business) #### [Growth Strategies for Top IT Services companies](https://bigbusinessagency.com/insights/strategies-to-grow-your-it-services-business) ![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) [Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Jul 11, 2024 2:16:55 PM How do IT Services firms expand their customer base and acquire new customers? And how do they find the 10% of companies that are ready to buy? [Professional Services](https://bigbusinessagency.com/insights/tag/professional-services) [Lead Generation](https://bigbusinessagency.com/insights/tag/lead-generation) [I want to see more of this article](https://bigbusinessagency.com/insights/strategies-to-grow-your-it-services-business) [![How to get more quality clients and grow your Accounting Firm](https://bigbusinessagency.com/hubfs/How%20To%20Grow%20your%20accounting%20firm%20(1).webp)](https://bigbusinessagency.com/insights/how-to-get-more-clients-and-grow-your-accounting-firm) #### [How to get more quality clients and grow your Accounting Firm](https://bigbusinessagency.com/insights/how-to-get-more-clients-and-grow-your-accounting-firm) ![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) [Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Jul 9, 2024 2:37:33 PM Discover how to attract and retain more clients with these 10 proven strategies to grow your client base. [Professional Services](https://bigbusinessagency.com/insights/tag/professional-services) [I want to see more of this article](https://bigbusinessagency.com/insights/how-to-get-more-clients-and-grow-your-accounting-firm) [![Top Strategies Professional Services firms use to win new business](https://bigbusinessagency.com/hubfs/Pro%20Service%20Blog%20image.webp)](https://bigbusinessagency.com/insights/top-strategies-professional-services-firms-use-to-win-new-business) #### [Top Strategies Professional Services firms use to win new business](https://bigbusinessagency.com/insights/top-strategies-professional-services-firms-use-to-win-new-business) ![Picture of Johanne](https://bigbusinessagency.com/hs-fs/hubfs/Johanne%20Headshot%202.png?width=30&name=Johanne%20Headshot%202.png) [Johanne](https://bigbusinessagency.com/insights/author/johanne) : May 28, 2024 8:31:33 AM Review the top strategies that professional services firms implement to attract and win net new business in a fractured and competitive market. ... [Professional Services](https://bigbusinessagency.com/insights/tag/professional-services) [I want to see more of this article](https://bigbusinessagency.com/insights/top-strategies-professional-services-firms-use-to-win-new-business) [![BBA logo](https://bigbusinessagency.com/hubfs/BBA%20logo.svg)](https://bigbusinessagency.com)       - [Terms & Conditions](https://bigbusinessagency.com/terms-and-conditions) - [Privacy Policy](https://bigbusinessagency.com/privacy-policy) - [Meet The Team](https://bigbusinessagency.com/meet-the-team) © 2026 Big Business Agency Ltd [Facebook](https://www.facebook.com/people/Big-Business-Agency-Ltd/61567300078982/#)[X](https://twitter.com/werbigbiz)[Instagram](https://instagram.com/thebigbusinessagency)[Linkedin](https://www.linkedin.com/company/big-business-agency)[YouTube](https://www.youtube.com/channel/UCmRxWYXj5cV1bi5Xip759Dg) Return to top ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Peter", "url" : "https://bigbusinessagency.com/insights/author/peter-russell-smith" }, "dateModified" : "2025-03-24T15:12:46.312Z", "datePublished" : "2024-06-25T13:42:58.000Z", "headline" : "How to Grow Your Client Base:For Professional Services Firms", "image" : [ "https://bigbusinessagency.com/hubfs/Pro%20Service%20Blog%20image%20Lead%20Gen.webp" ], "mainEntityOfPage" : { "@id" : "https://bigbusinessagency.com/insights/growing-your-client-base-tips-for-professional-services-companies", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://bigbusinessagency.com/hubfs/BBA_Orange_InkBlue-1.png" }, "name" : "Big Business Agency Ltd" } } ``` ```json { "@context" : "https://schema.org", "@type" : "VideoObject", "contentUrl" : "https://stream.mux.com/zdjshP01unrclmBm8IjIIh1Fy02YCK7RKZ01ydr5qXdY7U/capped-1080p.mp4", "dateModified" : "2025-03-24T10:03:49.871Z", "duration" : "PT6M26S", "height" : 1080, "name" : "Balancing utilisation and business development-1", "thumbnailUrl" : "https://139678118.fs1.hubspotusercontent-eu1.net/hubfs/139678118/Balancing%20utilisation%20and%20business%20development-1.mp4/medium.jpg?t=1742810629871", "uploadDate" : "2025-03-24T10:03:19.689Z", "width" : 1920 } ``` ```json { "@context": "https://schema.org", "@type": "FAQPage", "mainEntity": [{ "@type": "Question", "name": "Which lead generation channel works best?", "acceptedAnswer": { "@type": "Answer", "text": "We count success as new billing from new clients rather than the number of leads, likes and views.  Given that metric Google Ads works fastest, LinkedIn has a lasting effect and email is a powerful channel to push prospects along their journey.  The combination of these, coupled with compelling Blog content and increasing the ability to be found on Search results, works best. Book a meeting to discuss the best mix for your firm." } },{ "@type": "Question", "name": "How do we balance billing and business development time?", "acceptedAnswer": { "@type": "Answer", "text": "Our DONE FOR YOU managed lead generation services preserve precious billing time as business development time is focused only on ready-to-buy clients. We can create an affordable and effective lead-generation service tailored to your budget. Book a meeting to talk through the timings, costs and expected outcomes." } },{ "@type": "Question", "name": "How do I measure ROI on lead generation?", "acceptedAnswer": { "@type": "Answer", "text": "Two key factors to consider: 1. The opportunity cost of not billing, and 2. How much new revenue would one new client bring in over the next four years?" } },{ "@type": "Question", "name": "How do I reduce the business development time of key billable resources?", "acceptedAnswer": { "@type": "Answer", "text": "Key billable resources are not involved in the lead generation execution for our 'done for you' managed service. Their expertise is needed in the initial set-up phase and to win ready-to-buy clients as Subject Matter Experts." } }] } ```