PROFESSIONAL SERVICES RESEARCH INSIGHTS
Decoding the Modern B2B Buyer Psychology in Professional Services
New research into how buyers of accounting and legal services really think, what they expect, and how firms can win their trust long before
the first conversation.
No obligation. Just practical insights and a useful conversation.
THE BUYING JOURNEY HAS CHANGED
Buyers Are Deciding Before You Know
They’re Looking
Today’s B2B buyers research, compare and form opinions long before they speak to a single firm.
If your positioning, messaging and experience don’t stand out early, you may not even make the shortlist.
Buyers start forming opinions long before you’re in the room
Strong technical capability alone isn’t enough
Buyers want firms that understand their business, not just their immediate problem
Firms can be excluded from consideration before they even know it
Price pressure increases when differentiation is unclear
RESEARCH-LED INSIGHTS
What You’ll Learn in the Presentation
Business
Empathy Gap
Why understanding the client’s broader context is a powerful differentiator.
The Shortlisting Problem
How buyers narrow their options before a formal tender or enquiry.
Fee
Pressure
Why firms get compared on price when value isn’t clearly communicated.
Trust &
Relevance
What builds confidence and demonstrates you’re the right partner.
Differentiation That Sticks
How to stand out in a crowded market with clarity and relevance.
BUILT FOR PROFESSIONAL SERVICES
Who This Is For
This presentation is designed for Accounting and Legal firms that are growing, facing more competition or reviewing how they attract and convert the right clients.
Looking to generate more qualified enquiries
Too reliant on referrals and word of mouth
Finding it hard to differentiate
Reviewing your website, brand or positioning
Unsure if your marketing is working
Considering hiring a Marketing Manager or senior marketer
Using multiple suppliers with no clear strategic direction
Looking to improve conversion from opportunity to client
HOW IT WORKS
A Simple Way to Get Started
Book Your Presentation
Choose a time that works for you and your team.
Explore the Research
David and Gordon will walk you through the key findings from the latest research.
Apply It to Your Business
Discuss what the findings mean for your firm and where the opportunities may be.
Presented by Collab’s Fractional CMOs
David Gaff and Gordon Pont
Fractional CMO & Partner
Fractional Marketing Leaders, David Gaff and Gordon Pont, bring years of experience from leading marketing departments and agencies throughout Australia. They deliver strategic marketing guidance in planning, leadership, and advice to clients, all without incurring the full-time expenses of a conventional Chief Marketing Officer.
TRUSTED BY B2B BUSINESSES ACROSS INDUSTRIES
Collab works with businesses across sectors including building and construction, financial services, accounting, legal and professional services.
Want to Understand What
Professional Services Buyers Really Think?
Book a free presentation with Collab and get practical insights you can use to strengthen your positioning,
win trust and grow your firm.
QUICK LINKS
Level 2/627 Chape St,
South Yarrra VIC 3141
Collab acknowledges the Wurundjeri people of the Kulin nation, the traditional custodians of this land, and pay our respect to the Wurundjeri Elders, past and present.
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