19 March 2007

Marketing Business Services

The big word in marketing Business Services has always been reciprocity. Business Services firms work with intermediaries to put them in touch with work and the reciprocity principle - you scratch my back and I'll scratch yours - has been a major feature of the partner relationships that have developed over time.

Sometimes this was driven by professional ethics, when a particular group of professionals felt that they should not accept commissions for introducing work to another firm or give commissions on work that was introduced to them.

What has kept reciprocity alive is probably something much more Darwinian. Organisations work more positively with a small group of intermediaries where they understand the obligations clearly. Trying to develop similar relationships with all intermediaries would be counter-productive because of the amount of energy that would be required to support all the relationships. Broader partnership marketing has to be financially based. Where reciprocity gains over broader based partner relationships is in the more detailed understanding and trust which can be conveyed to clients.

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Anonymous Prudence said...

Well said.

3:24 pm  

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