The Value and Downsides of Agencies for Industry Analyst Firms

While there is wisdom for industry analysts firms to contract with 3rd party agencies for support on core functions the buyer has to first ask themselves whether or not the provider has any real track record in the field where they operate and how much money …

Read More

Challenges in Increasing Revenues for Analyst and Professional Services Firms

Scenario, small analyst or professional services firm (or individual) wants to increase revenue and scale the business.  Assumption that hiring a sales rep will help the company grow, fund new hires, increase compensation, allow providers to do billable work, remove the possible awkwardness of selling, and …

Read More

Why Building an Analyst’s Personal Brand Matters

As an analyst your personal brand matters as much as the firm you work for, in some cases even more so.  Analysts sell influence, expertise and connections.  Good ones provide context, insights, solutions and confidence.  The client’s certainty in what you provide them makes the …

Read More

Knowledge is Power but Influence is King

While knowledge is a very attractive (and arguably necessary) trait for analysts influence can be an even more important attribute when considering your or your firm’s selling points. Aside from the access to information, insider details and the like, you get the better opportunities to promote …

Read More