The current retainer model in professional services has led to a hamster wheel of over-investment and a sales process plagued with problems. How can we implement retainers differently so there’s real value in the sales process and the work we do? How do we escape the annual retainer trap most professional services firms are in? Why is buyer intent data such a huge opportunity for companies? On this episode, Ed Marsh, founder and principal of Consilium Global Business Advisors, answers these questions and more.
"Many companies don’t have a robust, mature sales & strategic planning process, and the business is essentially rudderless." -Ed Marsh