The Pulling Power of Sector Expertise
Firms often ask us what it was that helped their competitor win a coveted piece of work over them, particularly if they have a proven track record with that client. And the top differentiator in 2024 is sector expertise. We explore what clients are looking for and where firms are going wrong.
When clients are choosing a firm to work with, expertise is always high on their wish list. Indeed, 96% of them say they use external support specifically to access deep, specialist expertise. But expertise comes in a number of guises: knowledge of a client’s business, of particular subject matter, or of the sector itself, and while all three play an important role, our data shows that it’s sector expertise that clients say is most valuable to them.