{"id":8922,"date":"2022-05-18T11:59:34","date_gmt":"2022-05-18T10:59:34","guid":{"rendered":"https:\/\/www.sourceglobalresearch.com\/light-at-the-end-of-the-funnel-why-consulting-firms-need-to-think-again-about-how-clients-buy"},"modified":"2025-09-02T18:06:02","modified_gmt":"2025-09-02T17:06:02","slug":"light-at-the-end-of-the-funnel-why-consulting-firms-need-to-think-again-about-how-clients-buy","status":"publish","type":"post","link":"https:\/\/www.sourceglobalresearch.com\/blog-post\/light-at-the-end-of-the-funnel-why-consulting-firms-need-to-think-again-about-how-clients-buy","title":{"rendered":"Light at the end of the funnel? Why consulting firms need to think again about how clients buy"},"content":{"rendered":"","protected":false},"excerpt":{"rendered":"<p> Anyone involved in the marketing of consulting and other professional services will be familiar with the funnel, which analyses how well a firm is performing from overall awareness (the top of the funnel) to final choice (the bottom). But looking at the purchase process through clients\u2019 eyes reveals other, equally important lessons. <\/p>\n<p> The point at which a consulting firm\u2019s funnel starts\u2014a client\u2019s overall awareness of specific firms\u2014is where the client funnel finishes. That\u2019s because the story from a client\u2019s point of view starts much earlier, with internal discussions about the organisation\u2019s goals. Here, a huge number of different items are fighting for their place at the top of the corporate to-do list, each one uppermost in the minds of some CxOs. The debate about which of these competing priorities should be allocated investment, not just in financial terms but in management time and organisational effort, is intense. <\/p>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[206,207],"tags":[],"acf":[],"_links":{"self":[{"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/posts\/8922"}],"collection":[{"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/comments?post=8922"}],"version-history":[{"count":17,"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/posts\/8922\/revisions"}],"predecessor-version":[{"id":16889,"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/posts\/8922\/revisions\/16889"}],"wp:attachment":[{"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/media?parent=8922"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/categories?post=8922"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sourceglobalresearch.com\/wp-json\/wp\/v2\/tags?post=8922"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}