Industry — Professional Services
Professional services & b2b marketing benchmarks owners should know
The only professional services marketing benchmarks worth managing are your own: cost to acquire by source, payback period, and repeat rate.
8 min read · Reviewed by both partners
Published industry averages are built from businesses with different models, different margins, and different definitions of a lead.
They are useful as a sanity check and dangerous as a target, particularly where professional conduct rules restrict how work may be solicited and compensated.
Step by step
Cost to acquire, by source
Not blended. Blended cost per acquisition conceals the channel that is quietly ruining the average.
Payback period
How many months until an acquired customer has repaid what it cost to acquire them. This single number governs how fast you can grow.
Repeat and referral rate
For most firms this moves profit more than any acquisition metric, and it is the least frequently tracked.
Conversion at each real stage
Inquiry to conversation, conversation to customer. Two numbers, and most businesses have neither.
Your own trend line
Last quarter versus this quarter, same definitions. That comparison beats any external benchmark.
Common mistakes
Managing to an industry average
You would be optimising toward the mean of businesses you know nothing about.
Changing definitions between quarters
Redefining a lead mid-year makes the trend line meaningless and it happens constantly.
Frequently Asked Questions
Professional services & b2b marketing benchmarks owners should know?
Published industry averages are built from businesses with different models, different margins, and different definitions of a lead.
How does this connect to the Growth Scaling Method, and what’s the next step with Growth-Scaling?
It sits under Professional Services in the Growth Scaling Method. The next step for an owner is the $1,500 Assessment, which reads your own numbers against everything described above.
Is pricing published?
Yes, and it does not move: $1,500 per Foundation step, $4,500 for all three, and a $5,000 monthly minimum for recurring programs.
Who is doing this work day to day?
David Mitroff and Steven Lockhart, jointly. The firm is deliberately structured so the people in the pitch are the people on the account.
References
- www.irs.gov — primary source
- www.data.gov — primary source
- www.usa.gov — primary source
Establish your own baseline
Two hours and your real numbers produce a benchmark that actually applies.
Growth-Scaling is a marketing and business-scaling firm. It is not a licensed practitioner in any client vertical and does not provide medical, legal, financial, or contracting services; all industry content on this site is marketing and growth guidance for owners in those fields. Figures describing past engagements refer to specific businesses under specific conditions and are not a prediction of any future result. No outcome is promised.
Written by Steven Lockhart, reviewed by David Mitroff, Ph.D. Figures and regulatory details reflect the cited public sources; requirements vary by state and situation. Growth-Scaling is a marketing and business-scaling firm, not a licensed practitioner in any client vertical.