4 out of 5 reasons why customers choose a service provider based on expertise

What do you think is important in the decision-making process of clients in their search for the right service provider?

Clients today are increasingly discerning when it comes to choosing the right service provider. They expect to receive a high level of value and want to establish a trusted advisor relationship with the company they choose. As competition intensifies in the professional services industry, effective differentiation has become more critical than ever. To succeed, consulting companies must ensure that their team, skills, experiences, and industry knowledge are effectively communicated to clients.

It is crucial to understand that expertise plays a major role in the decision-making process of clients. In fact, four out of five reasons why clients choose a service provider are related to expertise. This includes the team and its skills, relevant experiences and references, specific industry knowledge, and the ability to deliver results effectively.

  • In almost 40% of cases, clients choose based on the team and the skills within it. They want to know that the company they are working with has a team of experts who can provide them with the best possible service. In 35% of cases, clients base their choice on related experiences and references, which demonstrate the company's ability to deliver the results they are seeking.
  • Clients also value specific industry knowledge, with 27% considering this factor when making their decision. They want to know that the service provider has a deep understanding of the industry they operate in and can provide them with tailored solutions.
  • The only reason not related to expertise is cultural fit, with 27% of clients looking for a company that has a culture that aligns with their own. This demonstrates the importance of building a strong company culture that resonates with clients and helps to establish a long-lasting relationship.
  • Finally, 20% of clients value the ability to deliver results effectively, making it clear that clients want to see a clear demonstration of the company's ability to deliver the results they need.

In conclusion, expertise is a critical factor in the decision-making process of clients when choosing a service provider. If you are looking to differentiate yourself from the competition, it is essential to focus on building a team of experts, demonstrating your relevant experiences and references, and showing your deep industry knowledge.

To learn more about how to scale and automate this processes, contact us for a demonstration of our sales enablement solution.

October 2022
Charles Boutens