Blogging is a proven method of client development for professional services firms, including public affairs and governmental relations consulting firms. And based on what professional services clients are looking for from their advisors — these blogging initiatives should aim to address how public affairs consulting services can help clients achieve important business objectives.
A recent article in Forbes magazine by legal services sector management consultant Mark Cohen describes an emerging legal market where business clients increasingly expect lawyers to be a conduit to business success.
As Cohen explains, business leaders are encouraging (or sometimes demanding) that lawyers “operate proactively, predictively, quickly, efficiently, collaboratively, and in data-backed fashion. The expectation is that the legal function will morph from self-contained cost center to collaborative catalyst for enterprise and customer value creation.”
Notably, as Cohen details, 97% of business leaders want their lawyer’s success metrics to be aligned with their business goals. And 74% of business leaders say it is important or extremely important for lawyers to create revenue and new market opportunities.
Professional services firms in other disciplines like public affairs and governmental relations should assume these emerging client expectations apply equally to their areas of expertise.
Public procurement is a prime client-centric blogging topic for public affairs
A prime example of where public affairs advisors can align their services with client business objectives (and blog about them) is public procurement.
Notably, public procurement represented 12 percent of global GDP in 2018. In the EU, for example, 14% of GDP (approximately 2 trillion euros per year) is spent by EU member state governments on public procurement. In the US, the federal government purchases approximately $665 billion annually in goods and services each year from outside contractors (10% of the $6.5 trillion annual budget).
These budgets represent a sizable commercial opportunity for businesses, where public affairs and governmental relations advisors are uniquely positioned to help.
Focus on generating more client-centric blogging opportunities
Public affairs firms can identify how they can help clients secure public sector contacting opportunities, then regularly blog about them for client development purposes. And each public affairs practice niche can be examined to determine how it can be utilized to achieve important client objectives. Once identified, these capabilities can be regularly articulated in a blogging initiative to help attract interest from potential clients attracted by a public affairs services offer closely aligned with their important business objectives.
I provide public affairs consulting firms with writing, editing and blogging services including the production of thought leadership focused on how public affairs services can help clients achieve business success. For more information, please contact me.